Strategic Account Manager (Remote: US CENTRAL Region)

Veeam Software-posted 2 months ago

$139,600 - $199,400/Yr

Full-time • Senior

1,001-5,000 employees

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Veeam, the #1 global market leader in data resilience, believes businesses should control all their data whenever and wherever they need it. Veeam provides data resilience through data backup, data recovery, data portability, data security, and data intelligence. Based in Seattle, Veeam protects over 550,000 customers worldwide who trust Veeam to keep their businesses running. Join us as we move forward together, growing, learning, and making a real impact for some of the world’s biggest brands. The future of data resilience is here - go fearlessly forward with us. 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.

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.

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.
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.

Medical, dental, and vision coverage starting on day one (multiple plan options).
Flexible Spending Accounts (FSA) and Health Savings Account (HSA) options.
Employer HSA contributions (for HDHP participants).
Life and AD&D insurance (employee, spouse/partner, and child options).
Company-paid short-term and long-term disability insurance.
Supplemental individual disability insurance (IDI).
401(k) plan with dollar-for-dollar match up to $6,000 annually.
Paid Holidays.
Unlimited PTO.
3 global VeeaMe Days per year: company-wide closures for employees to take a break, disconnect, and focus on self-care.
Paid parental leave: 8 weeks for all new parents, 16 weeks for the birthing parent (combination of paid leave and disability).
Family planning support: fertility, adoption, surrogacy, and parental resources.
Veeam Care Days: 24 hours paid time for volunteering.
Employee Assistance Program.
Mental health support.
Additional voluntary benefits: accident, critical illness, hospital indemnity, legal, identity theft protection, commuter benefits, pet care.
Professional training and education, on-demand learning libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and Global Day of Learning.

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