VCSP Partner Manager

About the role

We are looking for an experienced and driven VCSP Partner Manager to own and grow a dedicated portfolio of Managed Service Provider (MSP) partners across North America and to act as an MSP Sales specialist to support all other members of our North America sales team when they work with MSPs. This is a field-facing channel sales role with direct accountability for MSP partner activation, pipeline development, enablement, and booking growth. The role will be responsible for the full North American MSP bookings, not only for the one of his dedicated MSPs. This role is reported to the Senior Director of Channel Sales, North America.

Responsibilities

• Own and manage a defined portfolio of tier 1 MSP partners, serving as their primary point of contact for all things Object First.
• Build deep, trust-based relationships with MSP leadership, sales teams, and technical staff through regular in-person visits (40-50% travel).
• Develop business plans setting measurable KPI plus follow up with corrective actions when needed
• Leverage the entire Object First North American sales and channel team to reach out to the Tier 2 MSPs and support the team in activating them (as a Sales Specialist)
• Deliver partner enablement including product training, competitive positioning, solution selling workshops, and technical resources tailored to the MSP business model.
• Represent Object First at MSP-focused industry events, conferences, and trade shows to build brand awareness, recruit new MSP partners, and strengthen existing relationships.
• Maintain accurate and timely records in Salesforce CRM, tracking MSP partner activity, pipeline, and revenue performance.
• Provide structured feedback to Channel Sales leadership on MSP market trends, competitive landscape, partner needs, and opportunities for program improvement.
• Coordinate with Marketing on MSP-targeted campaigns, demand generation activities, and co-branded initiatives.
• Identify and recruit new MSP partners that align with Object First's go-to-market strategy and growth objectives.

Requirements

• Direct experience working with or selling into Veeam Cloud & Service Providers (VCSPs), not just general MSPs or service providers.
• Strong understanding of the VCSP ecosystem, including experience with Veeam rental licensing, monthly usage reporting, points-based licensing, and aggregator-driven transactions.
• Practical understanding of BaaS (Backup-as-a-Service) and DRaaS (Disaster Recovery-as-a-Service) business models and pricing structures.
• Experience working with VCSP-focused aggregators and distributors such as ALSO, Arrow, Ingram Micro Cloud, or similar organizations.
• Ability to build trusted relationships with both business and technical stakeholders inside MSP/VCSP organizations.
• Core Qualifications
• 5+ years of experience in MSP-focused channel sales roles within IT infrastructure, data protection, cybersecurity, or related technology sectors.
• Demonstrated understanding of MSP and VCSP business models, including recurring revenue operations, managed services delivery, and how service providers evaluate and adopt vendor solutions.
• Proven ability to build and maintain strong partner relationships at both executive and practitioner levels.
• Track record of meeting or exceeding partner-sourced pipeline and revenue targets.
• Experience working within a two-tier channel model (vendor → distributor/reseller → MSP/end customer).
• Skilled at delivering partner enablement, including training sessions, business reviews, and co-selling support.
• Strong communication, presentation, and relationship-building skills.
• Self-starter mindset with the ability to work independently in a remote, field-based environment.
• High-energy, results-driven approach with willingness to travel 40-50% of the time.
• Proficiency with Salesforce CRM and standard sales productivity tools.
• Highly Desirable Experience
• Previous experience at Veeam, a VCSP organization, or a competing vendor focused on service providers (e.g. Rubrik, Cohesity, Commvault Metallic).
• Experience selling storage, backup, infrastructure, or cybersecurity solutions into service providers.
• Technical literacy around immutable storage, S3 object storage, ransomware recovery, and cyber resilience architectures.
• Experience running Quarterly Business Reviews (QBRs) and Join

Benefits

Additional Information

Object First, now an independent business unit of Veeam, builds secure, simple, and powerful backup storage for Veeam customers, engineered with Absolute Immutability to deliver true ransomware-proof protection. Our Zero Access architecture ensures no one can alter or delete backup data, providing cyber resilience by design. We are a fast-growing team driven by innovation, clarity, and meaningful impact. Are you looking for a role where you can make a real impact by working with meaningful, high-performance technology? You'll join a fast-growing, innovation-driven team where clarity, ownership, and collaboration truly matter.

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