Director, Channel Commerce Strategy; Distribution - REMOTE

Remote, United States

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  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.

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, Rev Ops, 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

• 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 data points 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.

• 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…