Sr Account Executive, Commercial (Remote: AL/MS)

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.

About the role:

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.

Due to business needs, candidates will need to reside in Alabama/Mississippi territory (potentially including TN)

*NOTE: Please make sure to review the pay range information listed to confirm your compensation expectations align with the budgeted target(s). The target max of each zone would be the middle/midpoint of each range and be further determined based on specific/directly aligned experience.

What you'll do:

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

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What you'll get

Unlimited paid time off, 12 paid holidays including 4 global VeeaMe Days for self-care and 24 paid volu