Who you are

• The candidate will be expected to bring their own existing regional surveillance VAR/SI channel relationships to the conversation as well as relationships with North America's leading VMS and camera vendors
• The candidate will be required to work seamlessly with Wasabi’s Marketing and System Engineering organizations to define, launch and manage Partner Programs aimed at scaling the Surveillance Partnerships
• Our business development team members have domain expertise over both the sales, technical and commercial/contractual side of the desk
• 5 -10 years of experience in developing, enabling, managing and regional strategic partnerships specifically in the surveillance market
• Domain expertise over Storage, VMS, Camera, NVR, VSaaS, Analytics/AI and other associated market technologies and solutions
• Standing relationships with surveillance vendors, Integrators, resellers and A&E communities

What the job involves

• Wasabi is seeking a Business Development Manager, Surveillance Overlay for our North America region
• The role is to scale the success of the Global Surveillance team and actively focus on the North America market
• Responsibility will be to identify, onboard and manage its regional and global (when headquartered in North America) strategic partnerships
• The candidate will work hand-in-hand with Wasabi’s Regional Sales Pods in closing end user activity through the enabled Channel eco-system
• The team is tasked to identify partner relationships that could be categorized as OEM, Alliance or Channel
• As subject matter experts, the team also assist the sales regions to identify and close end user opportunities
• This role requires not only solution architecture expertise but also significant knowledge over alliances, vendors and the prem and cloud storage ecosystem
• Identify, Onboard and Manage Surveillance Channel partners. Incubate these partnerships until such a point that they can be handed off to the broader Wasabi CAM organization
• Work with Wasabi’s Alliance TAP (Technology Alliance Partners) to develop go to market motions and alignment with the Channel partner ecosystem
• Onboard Channel partners in line with Wasabi’s proven partner onboarding processes and OKR's
• Work seamlessly with Sales and Business Development teams to ensure sales goals at met on a monthly/quarterly basis
• Manage and enable successful service launches and manage partners to an agreed revenue by working with and calling on other support functions within Wasabi
• Lead the way in creating long-lasting, global and strategic relationships
• Identify and create go-to-market strategies that increase Wasabi’s presence in new vertical or up-market in Mid-Market and Enterprise categories
• Identify and out-match competitive risks from either external vendors or internal development