Strategic Account Manager (Remote: US East Region)

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.

Job Summary: 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.

*PLEASE NOTE: This position requires individual to reside in the East portion of the US, with preferences for candidates sitting in: Miami, Ft Lauderdale, Jacksonville, Orlando, Tampa, Atlanta, Raleigh, Charlotte, Baltimore, Philly, NYC, Newark, etc (large metro areas within an hour drive of major airport)

**ALSO NOTE: Please review the posted compensation ranges for your associated state and make sure to consider that our budgeted target max for each zone is the middle/midpoint. Please ensure your compensation expectations align within that area of minimum to midpoint.

Key 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

Qualifications:

Experience: 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.

Education: Bachelor’s degree in Business, Marketing, or a related field.

Able to demonstrate methodology to prospect and buil