Msp Account Executive

2 weeks ago

Sydney, Australia Commvault Full time

**About Commvault**

Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience. The company empowers customers to uncover, take action, and rapidly recover from cyberattacks - keeping data safe and businesses resilient. The company’s unique AI-powered platform combines best-in-class data protection, exceptional data security, advanced data intelligence, and lightning-fast recovery across any workload or cloud at the lowest TCO. For over 25 years, more than 100,000 organizations and a vast partner ecosystem have relied on Commvault to reduce risks, improve governance, and do more with data.

**JOB DESCRIPTION**:
Commvault and Microsoft are joining forces to unite two cutting-edge technologies - Azure and Metallic SaaS - to fulfill the critical need for robust data protection supported by expansive scalability and multi-layered security.

Metallic enhances the safeguarding of Microsoft 365 data against accidental deletion, corruption, and malicious attacks. Beyond that, Metallic offers a diverse array of additional options, ranging from VMware and Microsoft SQL database backup to Endpoint protection.

All of this is delivered through a multi-tenant, CSP model designed to address multiple workloads across various clouds.

In this role, you'll be tasked with taking ownership and driving the vital relationships with MSPs, onboarding new SaaS MSPs, and managing consumption growth within the ANZ region.

Your responsibilities will extend to effectively managing these partner sets throughout their lifecycle, from enablement and onboarding to adoption and consumption. You'll need to be comfortable with the "as-a-service" sales approach, focusing on sales outcomes and total cost of ownership/return on investment rather than just license sales. Additionally, you'll be instrumental in leveraging MSPs and Hyperscalers to influence revenue and position Commvault as a provider of comprehensive services beyond just cybersecurity resilience.

This entails owning peer-to-peer engagements and understanding how to boost annual contract revenue, increase consumption of Commvault services, and enhance Commvault's presence and relevance within key partners, including through GSP/Alliances/VAR and Aggregation.

Your role will involve engaging with wider teams to execute a complete B2B strategic approach, ensuring efficient visibility and establishing a clear, demonstrable model. Collaborating with Executive teams, you'll gain insights into key drivers and initiatives, including the resources required over the mid to long term to foster consistent and substantial growth in Monthly Recurring Revenue (MRR) and Annual Recurring Revenue (ARR) year over year.

Furthermore, you'll closely collaborate with the Customer Success team to comprehend and cultivate an exceptional experience for MSPs/CSPs. This includes knowledge sharing, onboarding, workload adoption, and preparation, as well as sales engagement, incentives, multi-ISV services, and widespread adoption.

**What You'll Do**:

- Achieving target quota in MRR to meet an ARR growth target
- Developing and build business plan with the focus on key alliance and ecosystem partners
- Own Tech/sales/Exec and P2P relationships within key partners across the International/global region where relevant
- Identify and align with next large, scale out MSP/CSP’s
- Drive activity, including product updates, sales enablement, roadmaps, tech refresh, and mapping across regions supporting in region sales teams and channel
- Look at the ideal marketing engagement planning
- Enable local teams on engagement/GTM - localised operational plans and expected goal
- Build the CVT GTM messaging for the local teams to deliver and engage on
- Work very closely with the channel and TSM/CSM team to build real value onto focus partners including Hybrid/MSP’s

**Your Experience**:

- Min 5 years experience in a SaaS MSP sales role
- Experience within the data security industry
- Strong leadership skills with the ability to work autonomously in region, as part of a global team.
- Excellent communication, negotiation, and interpersonal skills.
- Strategic thinker with a results-oriented mindset and a track record of exceeding sales targets.

LI-CS1

LI-remote

Commvault is an equal opportunity workplace and is an affirmative action employer. We are always committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status and we will not discriminate against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we work.

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