Enterprise Account Executive

Job Description Summary:

This key individual contributor role is responsible for achieving a sales quota by driving new business in the assigned territory. The successful candidate will have a strong understanding of the Veeam sales process and excel at generating leads, building relationships, and closing deals. Must possess strong negotiating skills and an ability to showcase our offerings in a compelling way.

Objectives:

• Design and execute a business plan on assigned territory to meet and exceed quota through a mix of prospecting, qualifying, managing, and closing opportunities
  • 70% Net New Logo/30% Current Customer
• Position Veeam as the provider of choice by demonstrating deep and comprehensive knowledge of how our solutions meet the needs of customers
• Achieve monthly, quarterly, and annual sales quotas by successfully implementing sales and marketing strategies and tactics
• Generate leads and build relationships by organizing daily work schedule to call on existing and potential customers and channel partners
• Develop and implement territory action plan using comprehensive data analysis, and adjust sales techniques according to interactions and results in the field

Responsibilities:

• Identify prospects, set appointments, make effective qualifying sales calls, and manage sales cycle to close new business
• Maintain exceptional working relationships with channel partners (tier-two model) to identify potential new sales opportunities
• Possess in-depth Veeam product knowledge
• Prepare concise and accurate reports, proposals, and other required documentation for executive-level presentations
• Assess market needs and follow a defined selling process
• Coordinate with Veeam Inside Sales Reps, Channel Partner Managers, Marketing, Sales Engineering, Deal Desk, Legal to ensure that quotas are met, and company standards are upheld
• Provide insight and position Veeam’s solutions into meaningful customer relationships
• Manage and grow a qualified pipeline of opportunities in conjunction with Veeam partners
• Negotiate favorable pricing and business terms with customers by positioning value and ROI
• Demonstrate resourcefulness when faced with challenges that defy easy solution
• Identify vital set of business drivers behind complex selling opportunities
• Ensure robust forecasting accuracy and maintain opportunity details in CRM (Salesforce.com)
• Develop and manage key account relationships, including aspirational targets
• Function as Veeam’s advocate within the customer organization, while advocating for the customer within Veeam
• Identify market trends, observations, and competitive landscape for effective Veeam positioning
• Execute a territory plan to maximize revenue and coverage
• Ability to travel within the assigned territory as appropriate

Qualifications:

• Proven track record of successfully achieving big sales quotas
• Bachelor’s degree or equivalent
• At least 5 years sales experience in the virtualization industry, preferably within data resiliency
• 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
• Proficient in Solution Selling and Challenger Sales Methodologies
• Familiar with MEDDPICC qualification framework
• Ability to use ZoomInfo for data intelligence gathering and account tree building
• Deep understanding of Salesforce.com
• Unassailable ethical and moral standards
• Ability to work independently with limited direction in a fast-paced environment
• Knowledge of channel partner ecosystem is highly desired
• CPAM or PMP certification a plus

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