Strategic Account Manager – US East Region
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Job Description
Dynamic sales professional increasing deal sizes and driving results within Veeam's Inside Sales organization. Focused on growing deals with a comprehensive product portfolio and effective solutions.
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
Requirements:
- Minimum of 3-4 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.
- 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.
Benefits:
- Unlimited paid time off, 12 paid holidays including 4 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
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