• Love your job and want to take it to another level?

• Want to get involved with the Edge and join a market growing at 27% CAGR?

• Want to join a hyper-growth SaaS company and make a huge impact?

Our Purpose

10 million websites use our software globally. It is the most performant software on the planet as testified by the 500Gbps of throughput we achieved with our partner, Intel. We’re growing at 40% per year and we’re hiring. This is an opportunity to come into the business and help us shape our Partners & Alliances business from the ground up which will be a key thrust in accelerating our growth.

Varnish Software’s powerful caching technology helps the world’s biggest content providers deliver lightning-fast web and streaming experiences for huge audiences. It helps telco’s connect their subscribers to their digital content. And now we’re helping large Enterprises to deliver their cloud based content to their end users faster. Quite simply, we’re delivering content to users and users to content, regardless of device and geography; without downtime or loss of performance and quick than ever.

Our solutions combine open-source flexibility with enterprise robustness to speed up media streaming services, accelerate websites and APIs, and enable global businesses to build custom CDNs, unlocking unbeatable content delivery performance and resilience.

The Role

As part of the company’s continued global expansion Varnish is recruiting a Partners & Alliances Director. The successful candidate will be in at the ‘ground floor’ of our new partner organisation. You will be responsible for identifying and recruiting new and select partners for long-term success and managing ongoing relationships with key strategic partners, including managed services providers, system integrators, telco’s and resellers alike. This is a fantastic opportunity for an experienced, success based Partners & Alliances professional to be part of an already established and rapidly growing team well placed to take advantage of an extremely exciting time in the content delivery space.

Due to the International nature of this role, the candidate must be willing to travel 50 to 75% of the time. A second language is always an advantage. The ideal candidate will be based on the East Coast of the US and will report to the Vice President of Enterprise & Telco.

Responsibilities

• Operating within the global account management strategy and creating specific account strategies to realise revenue objectives

• Responsibility for achieving objectives and revenue targets for your assigned accounts

• Ensure best practices in all areas of client interaction to surpass client expectations

• Utilise existing client relationships to generate referral new business leads

• Develop in-depth knowledge of Varnish products, sectors and relevant ecosystem

• Develop in-depth knowledge of the in-house sales tools

• Negotiate contracts in the interest of the business and the client

• Collaborate with Marketing teams to host impactful customer events

• Provide timely and accurate pipeline and revenue forecast

• Provide market and competitor intelligence

The position provides

• Great opportunity for future progression in an international organisation

• A key role in pushing the boundaries of what can be achieved by a new Account Management team

• Autonomy and freedom to achieve results in a way that suits you

• The potential to be part of a global success story

• Opportunity to influence a fast growing sector with some of the worlds biggest organisations

• Continued coaching, training and development opportunities

• Basic salary + Commission and sales incentives

• Flexible time off with 25 days of vacation starting immediately

Ideal Skills, Knowledge And Experience

• 10+ years of relevant Channel experience, preferably in SaaS/Cloud and software platforms or similar industry

• Deep relationships having ‘grown-up’ in the Partners & Alliances community (mainly VARs, Local MSP and SIs), able to establish, build and grow new relationships quickly

• A clear vision and opinion as to what will make this role successful

• Demonstrable track record in managing the whole life cycle management process of successful Partners & Alliances programs. i.e. identify potential partners, go pitch, on-board, initiation of sales and then manage to an agreed set of KPI’s through formal QBRs i.e. Can stand a Partners & Alliances Program from the ground up and manage it from end to end

• Has gravitas and is at ease engaging with senior management

• Eager and happy to roll their sleeves up and get stuff done - you will be starting in a team of 1

• Strong advocate and practitioner of MEDDIC, TAS, Challenger and Corporate Visions

• Great storyteller and an even better listener

• Laser focused on building to customer experiences and business outcomes

• Team player willing to share learnings from successes and challenges alike

• Proficient in major relevant sales tools - Salesforce, Hubspot, LinkedIn etc

We strongly value the following skills and qualities within our team;

• An authentic, human first approach

• Advanced communication skills and emotional intelligence

• Strong negotiation and influencing skills

• Strong work ethic

Experienced Varnish employees usually look like this when they join;

• Proven track record of consistently meeting and exceeding targets

• Formal sales/account management training applied in the field (TAS, Value Selling, etc)

• Diversity of experience, but experience in Tech and CDN, Cloud, Streaming does help

• Experience of working with International Organisations

• Has probably been in a large corporate and wants to now go build a start-up in a proven hypergrowth SaaS vendor

About Varnish: https://www.varnish-software.com/about

Varnish-Software is an equal opportunities employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, national origin, age, disability