Director, Channel Commerce Strategy (Distribution) - REMOTE: US
Job Overview
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:
The Director, Channel Commerce Strategy (Distribution) is a senior commerce leader responsible for Veeam’s global ability to transact through distributors, aggregators, and reseller ecosystems. This role leads the evolution of distributor/aggregator transactability—ensuring scalable renewals and overage handling while improving speed and experience for partners and internal teams.
The role serves as Veeam’s subject-matter expert on how distributor and aggregator internal systems operate and uses that expertise to shape integration approaches, process design, and requirements that enable reliable, scalable transactions at global scale. The scope supports a multi‑billion dollar route-to-market and requires close partnership across Corporate Technology, Channel Programs, Finance, RevOps, Operations, Sales, Pricing, and external partner stakeholders.
*NOTE: Please ensure awareness of listed compensation ranges by region/state; our max budgeted target is the middle/midpoint of each range so please ensure the minimum to midpoint aligns with your expectations; directly aligned experience/background determines any final compensation/offers
What you’ll do:
- Lead global channel transactability strategy for distributors and aggregators, focusing on scalable transaction motions (e.g., ordering, renewals, overage scenarios, entitlements) and reduced friction.
- Serve as the distributor/aggregator systems SME: bring deep knowledge of distributor operating models and internal system capabilities/constraints to guide Veeam decision-making and integration direction.
- Define integration requirements and standards for partner connectivity (e.g., EDI/API data exchange patterns, partner data synchronization, onboarding technical readiness), ensuring scalability and consistency across partners.
- Translate business intent into actionable requirements by gathering channel commerce needs and producing clear functional/technical requirements for delivery teams (CT and other system/data owners).
- Drive cross-functional alignment and execution by leading stakeholders across teams to converge on the right transaction approach and sequencing, and by unblocking complex transactability issues.
- Improve end-to-end processes by identifying breakdowns and friction across the channel transaction lifecycle, recommending pragmatic changes that improve speed, reliability, and partner experience.
- Enable “reportable” transactability by ensuring transaction events and required datapoints are captured consistently and can be retrieved for analysis (e.g., ensuring metrics like ARR are technically possible to pull), without owning internal dashboard build-out.
- Support tooling and platform decisions (as needed) by providing expert input on integration feasibility and scalability for partner-facing and channel-adjacent tooling (e.g., PRM/portal capabilities, incentives tooling, MDF tooling).
- Own escalation and resolution support for partner-impacting transactability failures, driving root-cause clarity and durable remediation in partnership with engineering and operations teams.
- Ensure smooth operational handoff by documenting processes/integration assumptions and transitioning delivered capabilities to operational teams for ongoing support.
Key Success Factors
- Strategic transactability leadership: Able to define and evolve how Veeam transacts through distributors/aggregators at scale.
- Distributor/aggregator depth: Demonstrated expertise in distributor internal systems, processes, and day-to-day operational realities.
- Integration fluency: Strong understanding of APIs/EDI, data exchange patterns, and common integration failure modes in channel ecosystems.
- Business outcomes orientation: Focus on scalability, renewals/overage handling, cycle time improvement, and partner experience.
- Cross-functional influence: Proven ability to lead through partnership across Sales, Finance, Operations, RevOps, and Technology.
- Clarity and rigor: Excellent requirements, documentation, and communication skills; able to make complex topics understandable and actionable.
- Problem-solving: Effective at driving resolution of ambiguous, cross-system issues with multiple stakeholders.
Technical Skills
- Industry Knowledge: Strong understanding of distributor/aggregator transaction models and reseller channel motions.
- Integration Concepts: Familiarity with integration technologies and patterns (APIs, EDI, data mapping, transaction/event logging).
- Systems fluency: Comfortable partnering with enterprise systems and data teams; able to translate between business and technical audiences.
- Tool Expertise: Proficient with Microsoft Office Suite (especially PowerPoint) and common documentation/collaboration tools.
What you’ll bring:
- Professional Experience: 15+ years in channel operations, commerce strategy, GTM systems, business systems/product ownership, or related roles with emphasis on transactions and integrations in a global B2B technology environment.
- Distribution/Partner Experience: Proven experience working with distributors and/or aggregators, including integration and operational process alignment.
- Business Acumen: Strong understanding of quote-to-cash concepts and channel transaction lifecycles (ordering, renewals, entitlements).
- Global Collaboration: Experience collaborating across global teams and functions.
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What you'll get
- Unlimited paid time off, 12 paid holidays, plus 4 extra 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.
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By submitting your application, you acknowledge that the information provided in your job application and any supporting documents is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification of information may result in disqualification from consideration for employment or, if discovered after employment begins, termination of employment.