Strategic Account Manager (Remote: US East Region)
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.
Job Summary: We are seeking a dynamic and experienced sales professional to drive large deals with our Inside Sales organization. The primary responsibilities of this role include increasing deal sizes, faster sales cycles, and effective solution selling to achieve high-performing results. Key focus areas include growing deals by incorporating an extended product and program portfolio of Veeam Data Cloud, TAM, Coveware, and utilizing pricing frameworks such as ELAs. The ideal candidate will have a proven track record in sales, navigating mid-market and large commercial accounts, and prefer working in a team environment where all resources are used to help close the business.
*PLEASE NOTE: This position requires individual to reside in the East portion of the US, with preferences for candidates sitting in: Miami, Ft Lauderdale, Jacksonville, Orlando, Tampa, Atlanta, Raleigh, Charlotte, Baltimore, Philly, NYC, Newark, etc (large metro areas within an hour drive of major airport)
**ALSO NOTE: Please review the posted compensation ranges for your associated state and make sure to consider that our budgeted target max for each zone is the middle/midpoint. Please ensure your compensation expectations align within that area of minimum to midpoint.
Key Responsibilities:
- Develop and implement strategies to increase the average deal size through initial needs assessment, identifying opportunities for upselling and cross-selling to maximize revenue.
- Build and maintain strong relationships during the customer lifecycle with C-suite contacts.
- Conduct face-to-face meetings with clients to understand their needs and present solutions.
- Focus on selling VEEAM software solutions and have working knowledge of our Alliance Partner solutions and ecosystem
- Travel: Willing to travel 50% of the time for customer and partner meetings.
- Develop a deep comprehension of customer's business and competitive landscape
- Negotiate favorable pricing and business terms with large commercial enterprises by selling value, TCO, and ROI
- Demonstrate resourcefulness when faced with challenges that defy an easy solution
- Have intuitive sense of necessary steps to close business and gain customer validation
- Maintain exceptional working relationships with channel partners to identify potential new sales opportunities
- Provide insight and position Veeam into meaningful customer relationships
- Ensure robust forecasting accuracy and consistency of pipeline build
- Develop and manage specific key account relationship maps for your territory including existing customers and aspirational targets
- Function as Veeam’s advocate within the enterprise organization, while advocating for the customer within Veeam
- Possess in-depth Veeam product knowledge
- Prepare concise and accurate reports, proposals, and other required documentation for executive-level presentations
- Assess market needs, competitive landscape, and follow a defined selling process
Qualifications:
- Experience: Minimum of 7+ years of experience in sales, with a proven track record of driving mid-market and large commercial accounts within the software, security and storage industry with relationships through C-level.
- Education: Bachelor’s degree in Business, Marketing, or a related field.
- Able to demonstrate methodology to prospect and build pipeline on your own
- Experience introducing new product solutions and services
- Creative problem solver with outstanding prospect environment awareness
- Business acumen, combined with the ability to translate prospect challenges into solid new business opportunities
- Strong interpersonal skills coupled with a highly competitive will to win
- Excellent verbal, written, and presentation communication skills
- High energy, a sense of urgency, and the ability to foster this attitude with others
- Ability to use data intelligence tools for account relationship and tree building
- Deep understanding of Salesforce.com
- Ability to work cohesively in a fast-paced environment
- Knowledge of channel partner ecosystem is highly desired
- Unassailable ethical and moral standards
#LI-KS2
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.
Please note that any personal data collected from you during the recruitment process will be processed in accordance with our Recruiting Privacy Notice.
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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.