Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands.
About the role:
Veeam Software is seeking an experienced Senior US Federal Partner Manager to lead and expand relationships with value-added resellers (VARs) and systems integrators serving the U.S. Federal Government. This role is responsible for developing partner strategies, driving revenue through the channel, and aligning Veeam solutions with federal customer mission requirements across civilian and DoD agencies.
The ideal candidate brings deep experience in federal sales ecosystems, proven channel development success, and strong working knowledge of cloud platforms and federal procurement processes.
**Please ensure to review posted compensation ranges, detailed by state/region. Also note that the budgeted target would be middle/midpoint of each respective range.
What you’ll do:
- Develop and execute a comprehensive federal channel strategy focused on VARs and systems integrators supporting civilian, DoD, and intelligence community customers.
- Recruit, onboard, enable, and grow high-performing federal channel partners to increase pipeline and revenue.
- Build and maintain executive-level relationships with partners including, but not limited to, Raytheon, Lockheed Martin, Leidos, Northrop Grumman, and General Dynamics. Key resellers include TVAR, ThunderCat, RedRiver, FCN and Merlin.
- Collaborate with Veeam federal direct sales teams to align partner engagement with account strategies and territory plans.
- Drive joint business planning, partner marketing initiatives, and demand-generation activities.
- Provide training and enablement to partners on Veeam’s data protection, backup, ransomware recovery, and cloud solutions.
- Support complex federal sales cycles, including solution positioning, partner teaming arrangements, and contract vehicle alignment (e.g., GSA, SEWP, ITES, GWACs).
- Maintain accurate pipeline reporting, forecasts, and partner performance metrics within CRM systems.
- Ensure compliance with federal procurement regulations and Veeam partner program requirements.
- Represent Veeam at federal industry events, trade shows, and partner conferences.
What you’ll bring:
- Minimum of 5 years of experience in U.S. Federal sales and channel partner management, preferably within enterprise software or cybersecurity/data protection markets.
- Demonstrated success managing and growing revenue through federal VARs and systems integrators.
- Strong understanding of federal procurement processes, contract vehicles, and partner teaming models.
- Working knowledge of cloud platforms, including AWS and Microsoft Azure, and their adoption within federal agencies.
- Proven experience collaborating with large federal integrators such as Raytheon, Lockheed Martin, Leidos, Northrop Grumman, and General Dynamics.
- Ability to operate effectively in long, complex federal sales cycles involving multiple stakeholders.
- Excellent communication, negotiation, and executive-level relationship management skills.
- Willingness to travel as required to support partners and federal customers.
Preferred Qualifications:
- Experience selling data protection, backup, disaster recovery, ransomware resilience, or cloud data management solutions.
- Existing relationships with top federal VARs and distributor partners.
- Familiarity with DoD, IC, and FedRAMP compliance requirements and security frameworks.
- Bachelor’s degree in Business, Information Technology, or related field (or equivalent experience).
- Prior experience working within a structured partner program environment.
Key Competencies
- Strategic partner development
- Federal market knowledge
- Cloud and hybrid infrastructure understanding
- Cross-functional collaboration
- Pipeline and forecast management
- Executive presence and presentation skills
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What you'll get
- Unlimited paid time off, 12 paid holidays including 4 global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares
- Paid parental leave: 8 weeks for all parents, 16 weeks for birthing parents
- Medical, dental, and vision coverage starting on your first day
- Mental health support, therapy sessions, and digital wellness tools via our Employee Assistance Program
- 401(k) retirement plan with company matching contributions
- Fertility, adoption, and surrogacy support through Maven, plus paid volunteer time
- AirVet: 24/7 virtual veterinary care at no cost
- Legal services, identity protection, and supplemental health insurance options
- Tax-advantaged spending accounts for healthcare, dependent care, and commuting
- Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events like our annual Global Day of Learning
Compensation Transparency
Veeam is committed to pay transparency and equitable compensation. For this role, the compensation range below reflects the expected total target compensation (TTC), inclusive of base pay and a competitive performance-based bonus. For roles with a commission plan, the compensation range represents On Target Earnings (OTE), which includes base salary plus variable commission. When determining compensation, Veeam takes into consideration factors such as experience, education, skills, and geographic zone. Offers are typically made below the midpoint of the range.
In addition to compensation, Veeam provides a comprehensive benefits package, including health coverage, retirement plans, and unlimited time off.
Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential.
Personal data collected during the recruitment process will be processed in accordance with our Recruiting Privacy Notice, which explains how your information is collected, used, and handled in connection with hiring activities. By applying for this position, you consent to this processing.
By submitting your application, you confirm that the information provided, including any supporting documents, is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification may result in disqualification from consideration or, if discovered after employment begins, termination of employment.
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