About the Role
Veeam is seeking a GSI Business Development Manager to drive strategic partnerships with key Global Systems Integrators (GSIs) in France and surrounding countries (Spain, Portugal, Italy, Greece/MED). This is a high-impact, individual contributor role, directly supporting Veeam’s growth in the enterprise segment by expanding footprint through GSI/SI collaboration.
Key Responsibilities
- Achieve assigned annual and quarterly sales targets and business development goals
- Establish and develop strong relationships with a limited list of GSIs (e.g., CapGemini, Kyndryl, DXC, Accenture, TCS)
- Develop and progress a pipeline of joint opportunities between GSI/SI engagement teams and Veeam Sales/Pre-Sales teams, focusing on workload-specific use cases
- Leverage existing initiatives from Veeam Global and EMEA teams to influence GSI sales and marketing organizations
- Increase GSI/SI internal awareness of Veeam offerings in collaboration with Sales teams
- Partner with EMEA marketing, sales, pre-sales, inside sales, and Global GSI teams
- Maximize sales through GSI/SI ecosystems – including resellers/integrators, Cloud Service Providers, and technology alliances (e.g., HPE, Lenovo, Microsoft)
- Regularly report progress and update opportunities in Salesforce when an SI is actively engaged
Key Stakeholders
- Externally: Engage with C-level and senior executives at key GSI/SI organizations across France, Iberia, Italy, and the MED region
- Internally: Collaborate cross-functionally with the Channel, Enterprise Sales, Pre-Sales, System Engineers, and Marketing teams
Must-Have Qualifications
- In-depth understanding of GSI/regional SI business models, internal structures, and executive-level networks
- Proven experience (minimum 5 years) in a similar business development role within an IT/software vendor or currently at a GSI listed above
- Strong business development acumen with a demonstrated track record of pipeline creation and deal closure
- High resilience and a long-term strategic mindset coupled with tactical execution
Success Metrics & KPIs
- Quota Credit (QC) generation through targeted GSIs/SIs
- Pipeline growth and deal closure
- New GSI partnerships established
- Strategic initiatives such as Veeam practice implementation or joint RFP submissions
What Success Looks Like
- Influencing GSI stakeholders to increase commitment and investment in Veeam solutions
- Generating a robust joint pipeline with GSIs/SIs
- Successfully onboarding and activating new GSI relationships (e.g., DXC, TCS)
- Gaining recognition from Veeam leadership through measurable impact on enterprise market penetration
Why Join Veeam?
This role sits at the heart of Veeam’s enterprise growth strategy. As GSIs play a critical role in our go-to-market efforts, your impact will be highly visible at both country and global levels. You’ll be part of a dynamic, collaborative, and supportive Channel France organization, known for its positive team spirit and high performance. Opportunities for growth, recognition, and cross-regional influence are abundant.
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What We Do
Veeam provides a single platform for modernizing backup, accelerating hybrid cloud and securing data. Veeam has 400,000+ customers worldwide, including 82% of the Fortune 500 and 69% of the Global 2,000. Veeam’s 100% channel ecosystem includes global partners, as well as HPE, NetApp, Cisco and Lenovo as exclusive resellers, and boasts more than 35K transacting partners worldwide.
