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Business Development Manager, Surveillance Overlay - North America

North America; United States of America

At Wasabi, we’re a proven collection of pioneers, visionaries and disruptive doers. We see things differently than our competitors, and we make our mark in the industry by challenging the norm and delivering the unexpected and improbable. We’re a fast-growing company taking the Cloud Storage industry by storm and recognized as one of the best places to work in Boston. 

Wasabi hot cloud storage is a new class and category of cloud storage, breaking all traditional barriers and boundaries of storage with a disruptive value proposition of being 1/5th the cost of AWS S3, faster than the competition, with no fees for egress or API request and delivered as a single-tier solution. Cloud storage has never been so simple, so fast and so inexpensive. It’s all part of our vision to make cloud storage the next great global utility, just like electricity.

Role Description: Business Development Manager, Surveillance Overlay - North America 
 
Role Purpose: 

Wasabi is seeking a Business Development Manager, Surveillance Overlay for our North America region. The role is to scale the success of the Global Surveillance team and actively focus on the North America market. Responsibility will be to identify, onboard and manage its regional and global (when headquartered in North America) strategic partnerships.  The candidate will be expected to bring their own existing regional surveillance VAR/SI channel relationships to the conversation as well as relationships with North America's leading VMS and camera vendors. The candidate will be required to work seamlessly with Wasabi’s Marketing and System Engineering organizations to define, launch and manage Partner Programs aimed at scaling the Surveillance Partnerships. The candidate will work hand-in-hand with Wasabi’s Regional Sales Pods in closing end user activity through the enabled Channel eco-system. 

Our business development team members have domain expertise over both the sales, technical and commercial/contractual side of the desk. The team is tasked to identify partner relationships that could be categorized as OEM, Alliance or Channel. As subject matter experts, the team also assist the sales regions to identify and close end user opportunities. This role requires not only solution architecture expertise but also significant knowledge over alliances, vendors and the prem and cloud storage ecosystem.    

*Principals only. No recruiters.

Responsibilities:

  • Identify, Onboard and Manage Surveillance Channel partners. Incubate these partnerships until such a point that they can be handed off to the broader Wasabi CAM organization 
  • Work with Wasabi’s Alliance TAP (Technology Alliance Partners) to develop go to market motions and alignment with the Channel partner ecosystem 
  • Onboard Channel partners in line with Wasabi’s proven partner onboarding processes and OKR's 
  • Work seamlessly with Sales and Business Development teams to ensure sales goals at met on a monthly/quarterly basis 
  • Manage and enable successful service launches and manage partners to an agreed revenue by working with and calling on other support functions within Wasabi. 
  • Lead the way in creating long-lasting, global and strategic relationships. 
  • Identify and create go-to-market strategies that increase Wasabi’s presence in new vertical or up-market in Mid-Market and Enterprise categories. 
  • Identify and out-match competitive risks from either external vendors or internal development. 

Requirements:

  • 5 -10 years of experience in developing, enabling, managing and regional strategic partnerships specifically in the surveillance market 
  • Domain expertise over Storage, VMS, Camera, NVR, VSaaS, Analytics/AI and other associated market technologies and solutions. 
  • Standing relationships with surveillance vendors, Integrators, resellers and A&E communities 
 

Wasabi Technologies is an Equal Opportunity Employer. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

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