Enterprise Account Management - NSW State Government

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 Job

This position is responsible for developing, accelerating, up-selling and closing business with state government NSW, Utilities and University accounts in an assigned market territory. Calls on both end users, partners and alliance vendors with focus on those who have potential to contribute significant revenue to Veeam.

What You’ll Do

Works on large and medium tenders to tight timescales with multiple partners and alliance vendors.

Influences a tender with criteria favorable to Veeam before the tender is released.

Coordinate meetings at the technical decision-making area and ensure the SE community is briefed on desired outcomes.

Develop success criteria for technical proof of concept engagements. Use this as leverage to influence the Executive Decision maker community in the assigned territory.

Works with end-users in the assigned territory, focusing on the bigger deals.

Heavily relies on joint account planning with Partners’ sales reps to grow the pipeline and close deals

Develop and close business, in conjunction with Veeam partners and alliances, within mid-market and enterprise accounts

Meets or exceeds individual and team revenue targets

Leveraging business generated by Partners with End Users/Customers

Develop sales activities with new state government, utilities and university account customers; up-sell and cross-sell to the existing customer base

Develops sales pipeline by proactive calling to convert sales conversations with identified prospects

Effectively executes a territory plan to maximise revenue

Enter forecasting and account/opportunity details in Veeam’s CRM (SalesForce); provides weekly updates, including but not limited to dollar amounts, socket counts, status, decision makers and next steps in closing opportunities

Works with regional and specialist sales teams to advance opportunities to closure, including Systems Engineers, to technically qualify and deliver product demonstrations

Propose, coordinate and participate in marketing activities within the territory

Must be available to travel up to 50% within the assigned territory

Performs other duties as assigned

What You’ll Bring

Bachelor’s Degree required (a combination of education and experience will be considered).

Experience with vendors associated with Cloud, SaaS, Virtualisation, storage/ infrastructure and/or disruptive technology is strongly desired. Alternatively, working within a reseller organisation is also desirable

5+ years of mid-market to enterprise software sales; direct and channel sales experience required with experience managing resellers at a tactical, transaction-based level.

Has a deep understanding of state government and how policies and procedures influence engagement.

Has extensive contacts in state government agencies.

Proven ability to develop new sales with strong cold-calling and prospecting skills.

Exceptional territory planning abilities required, aligned with identifying and closing new business

Ability to work with and sell through the channel

Must have knowledge of solution selling and value-based selling techniques.

Must be available to travel within the region and periodically overseas.

Be a self-starter with the ability to learn quickly.

Be a high-energy sales person who is comfortable working in a