VCSP Partner Manager

About the Role

We are looking for an experienced and driven VCSP Partner Manager to own and grow a dedicated portfolio of Managed Service Provider (MSP) partners across North America and to act as an MSP Sales specialist to support all other members of our North America sales team when they work with MSPs.

This is a field-facing channel sales role with direct accountability for MSP partner activation, pipeline development, enablement, and booking growth.

The role will be responsible for the full North American MSP bookings, not only for the one of his dedicated MSPs.

This role is reported to the Senior Director of Channel Sales, North America.

What You'll Do

• Own and manage a defined portfolio of tier 1 MSP partners, serving as their primary point of contact for all things Object First.
• Build deep, trust-based relationships with MSP leadership, sales teams, and technical staff through regular in-person visits (40-50% travel).
• Develop business plans setting measurable KPI plus follow up with corrective actions when needed
• Leverage the entire Object First North American sales and channel team to reach out to the Tier 2 MSPs and support the team in activating them (as a Sales Specialist)
• Deliver partner enablement including product training, competitive positioning, solution selling workshops, and technical resources tailored to the MSP business model.
• Represent Object First at MSP-focused industry events, conferences, and trade shows to build brand awareness, recruit new MSP partners, and strengthen existing relationships.
• Maintain accurate and timely records in Salesforce CRM, tracking MSP partner activity, pipeline, and revenue performance.
• Provide structured feedback to Channel Sales leadership on MSP market trends, competitive landscape, partner needs, and opportunities for program improvement.
• Coordinate with Marketing on MSP-targeted campaigns, demand generation activities, and co-branded initiatives.
• Identify and recruit new MSP partners that align with Object First's go-to-market strategy and growth objectives.

What You'll Bring

Must-Haves

• Direct experience working with or selling into Veeam Cloud & Service Providers (VCSPs), not just general MSPs or service providers.
• Strong understanding of the VCSP ecosystem, including experience with Veeam rental licensing, monthly usage reporting, points-based licensing, and aggregator-driven transactions.
• Practical understanding of BaaS (Backup-as-a-Service) and DRaaS (Disaster Recovery-as-a-Service) business models and pricing structures.
• Experience working with VCSP-focused aggregators and distributors such as ALSO, Arrow, Ingram Micro Cloud, or similar organizations.
• Ability to build trusted relationships with both business and technical stakeholders inside MSP/VCSP organizations.

Core Qualifications

• 5+ years of experience in MSP-focused channel sales roles within IT infrastructure, data protection, cybersecurity, or related technology sectors.
• Demonstrated understanding of MSP and VCSP bus