About the Role
The APJ Alliance Manager - Incubator is responsible for identifying, building, and scaling new strategic partnership motions across the APJ region.
This role focuses on incubating high-impact partners—including hypervisor vendors, hyperscalers, and industry ISVs—and converting early-stage opportunities into repeatable, revenue-generating programs.
From the outset, this role is expected to operate in ambiguity, set things in motion, and connect strategy to execution.
What You’ll Do
1）Incubate Strategic Partnerships
- Identify and prioritize high-potential partners across APJ
- Develop joint value propositions and GTM strategies
- Set up initial engagement frameworks and success criteria
2）Drive Partner Activation & Execution
- Activate partners through enablement, joint planning, and pipeline generation
- Work cross-functionally with Sales, Marketing, and Product teams
- Ensure all activities tie back to measurable business outcomes
3）Build Repeatable GTM Motions
- Convert pilot engagements into scalable programs
- Define playbooks, engagement models, and success metrics
- Level up partner engagement from opportunistic to structured execution
4）Pipeline & Revenue Ownership
- Build and manage partner-driven pipeline
- Track performance and drive accountability
- Create enough runway to scale successful partnerships
5）Stakeholder Alignment
- Align with APJ and Global leadership on alliance priorities
- Act as a bridge between regional execution and global strategy
- Elevate key insights and recommendations
Focus Areas (Incubator Priorities)
1）Hypervisor Ecosystem
- Engage emerging hypervisor and HCI vendors
- Capture VMware replacement opportunities
- Position Veeam as the default data protection layer
2）Hyperscaler Alignment
- Build GTM motions with key cloud providers
- Drive marketplace, bundled, and managed service opportunities
- Strengthen cloud attach and hybrid positioning
3）Industry ISV Expansion
- Identify strategic ISVs in key verticals (e.g., financial services)
- Develop integrated solutions tied to customer outcomes
- Increase solution attach and deal size
