Strategic Account Manager (Remote: US East Region)

Veeam Software

5d•$131,900 - $337,700•Remote

About The Position

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.

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
Unassailable ethical and moral standards

Nice To Haves

Knowledge of channel partner ecosystem is highly desired

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
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

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