Alex Walsh: Inside Veeam’s High-Performance Channel Culture | Partnerships Unraveled

In this episode of Partnerships Unraveled, Alex Whitford sits down with Alex Walsh, Channel Alliances Director for Veeam UK & Ireland, to explore what it takes to lead in a 100% channel-driven business.

With over eight years at Veeam and a clear trajectory of growth, Alex shares the leadership philosophies, cultural principles, and executional discipline that have helped him and his team thrive.

From nurturing high-performing partner managers to cultivating a culture of overachievement and strategic enablement, Alex reveals how Veeam balances large-scale partner ecosystems with laser-focused partner engagement. He discusses the company’s focus on being “enterprise-first” and “BaaS-first,” and why doubling down on core fundamentals like responsiveness and relationship-building outpaces flashy strategies.

They unpack how Veeam builds teams ready for their next role, how partner-led success is embedded in everything from hiring to promotions, and why simplicity in execution is often the most powerful differentiator.

Whether you’re building channel teams, scaling partner programs, or simply want to hear from someone shaping what excellence looks like in the channel, this one’s not to be missed.

ProPartner Network

The Veeam ProPartner Network is a global channel partner program designed to foster mutual success through enhanced profitability, technical support, and marketing resources for its 35,000+ partners across 150+ countries.

Key features include:

• Profitability & Protection: Offers increased front- and back-end margins, expanded deal registration, and price protection for incumbent partners to safeguard relationships and ensure predictable revenue.
• Training & Certification: Provides comprehensive sales and technical training (e.g., Veeam Sales Professional, Veeam Technical Sales Professional) focused on cyber resilience, disaster recovery, SaaS, Kubernetes, and public cloud solutions.
• Marketing Support: Includes access to the Veeam Marketing Center via the ProPartner Portal for co-branded campaigns, lead generation, and content syndication to boost brand visibility.
• Partner Tiers & Competencies: Offers tiered membership (e.g., Strategic, Elite, Access) and competency programs (e.g., BaaS, DRaaS, MSP Backup) to recognize expertise and drive differentiation.
• Channel-First Model: Veeam operates as a 100% channel company, ensuring no direct sales competition, with a focus on simplicity, engagement, and predictability.
• Veeam Cloud & Service Provider (VCSP) Program: Tailored for service providers, offering flexible licensing, BaaS/DRaaS tools, and remote monitoring via Veeam Cloud Connect.
• Alliance Programs: Supports technical integrations through Veeam Ready and Veeam Infused programs, enhancing partner solutions with APIs for automation and compatibility.

The program emphasizes cyber resilience, partner enablement, and scalable solutions, earning a 5-Star CRN rating for its robust support and partner-focused approach.