Business Development Manager

Company Name:
Salary period: Annual
Business Development Manager, Technology Partnerships
Location: Mountain View, CA
Disrupting a Legacy Market
At Axcient, weテつ re at the cutting edge of cloud computing, big data and next generation user experience as we build one of the largest, most scalable cloud infrastructures in the world. We are a team of disruptors and innovators committed to building the next market leader in the $30B data protection services market. We're taking on an industry that has been dominated by legacy enterprise software and hardware companies for decades, and standing it on its head by leveraging virtualization and cloud technologies.
Technology Partners
We are looking for an individual to recruit, manage and grow relationships with existing and prospective strategic technology partners. This would include both sales and marketing alliances with companies that target the same markets as well as opportunities to sell Axcient's solution through larger strategic partners.
Key responsibilities of this position
テ「ツ ツ「 Develop a strategic plan for targeting hi-potential technology partners.
テ「ツ ツ「 Recruit and establish initial business relationships with targeted technology partners.
テ「ツ ツ「 Negotiate key business terms and finalize partner contracts.
テ「ツ ツ「 Develop joint business plan with quarterly and annual objectives.
テ「ツ ツ「 Conduct training and enablement activities across partner sales teams.
テ「ツ ツ「 Drive sales engagement between partner salesforce and Axcient sales team where appropriate. Build and manage partner pipeline and achieve quarterly revenue targets.
テ「ツ ツ「 Establish and manage key business metrics focused on revenue, pipeline generation, partner sales competency (as well as other relevant KPI's).
テ「ツ ツ「 Create and manage sales incentives, rebates and product promotions to be run jointly with partner.
テ「ツ ツ「 Establish and grow key executive relationships.
テ「ツ ツ「 Oversee and drive (with product marketing) the creation and delivery of enablement tools to facilitate partner sales competency and engagement with Axcient.
テ「ツ ツ「 Work cross functionally within Axcient to build support plans that ensure partner success.
Key Criteria
テ「ツ ツ「 Experience in building and managing profitable technology partnerships.
テ「ツ ツ「 Strong analytical ability to assess market opportunities and alignment possibilities with targeted partners.
テ「ツ ツ「 Demonstrated track record of meeting and exceeding revenue targets and growing a large partner revenue stream from $0 to $1M plus (ACV) in 1 to 2 year period.
テ「ツ ツ「 Experience with successfully negotiating and enabling new partner relationships.
テ「ツ ツ「 Ability to efficiently execute key business objectives.
テ「ツ ツ「 Ability to establish meaningful executive relationships.
テ「ツ ツ「 Strong analytical and strategic planning skills.
テ「ツ ツ「 Strong communication and interpersonal skills and ability to work well cross functionally.
テ「ツ ツ「 Technical degree helpful and advanced business degree (MBA) preferred.
About Axcient
Axcient is one of the Bay Areaテつ s top 10 fastest growing companies and top 10 best places to work, as ranked in Inc. magazine, the San Jose Business Journal, and San Francisco Business Times. The Axcient cloud platform eliminates IT downtime and data loss for businesses by replicating laptops, desktops and servers to the cloud for easy file restore, application recovery and system failover. Axcient currently protects tens of thousands of machines and billions of files and applications in the Axcient cloud. Each month, more than 400,000 GB of new data is uploaded to the Axcient cloud.
Employee-Centric Workplace
Because we hire only the best and brightest, we nourish that talent with an environment where people can innovate, thrive, and pursue their passions. Our competitive compensation package includes stock options, 401(k), and comprehensive health benefits テつ along with access to perks like free lunches and weekly team workout sessions.

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