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Senior Enterprise Sales Executive

2 months ago

Tallahassee, Florida, United States Veeam Software Full time
Job Overview

Veeam, recognized as the leading global provider in data protection and ransomware recovery, is dedicated to empowering organizations to not only recover from data disruptions but to thrive beyond them.

With Veeam, businesses can achieve unparalleled resilience through comprehensive data security, recovery solutions, and the freedom to manage their hybrid cloud environments effectively.

The Veeam Data Platform offers a unified solution for cloud, virtual, physical, SaaS, and Kubernetes settings, ensuring IT and security leaders have confidence that their applications and data remain secure and accessible.

Headquartered in Seattle and operating in over 30 countries, Veeam safeguards more than 450,000 clients globally, including 74% of the Global 2000, who rely on Veeam to maintain their operational continuity.

This pivotal individual contributor position is tasked with meeting a sales quota by driving revenue through key enterprise accounts. The ideal candidate will proactively identify, engage, and onboard clients to maximize the benefits of Veeam's extensive solution offerings. Strong executive-level negotiation skills and the ability to present our solutions compellingly are essential.

Key Objectives:

  • Meet monthly, quarterly, and annual sales targets by effectively executing sales and marketing strategies.
  • Establish Veeam as the preferred provider by showcasing in-depth knowledge of how our solutions fulfill customer needs.
  • Generate sales leads and cultivate relationships by organizing outreach to existing and prospective clients and channel partners.
  • Develop and execute a territory action plan utilizing comprehensive data analysis, adjusting sales techniques based on field interactions and outcomes.

Core Responsibilities:

  • Identify potential clients, schedule appointments, conduct qualifying sales calls, and manage the complete sales cycle to secure new business.
  • Maintain strong working relationships with channel partners to uncover new sales opportunities.
  • Provide insights and position Veeam within significant customer relationships.
  • Negotiate advantageous pricing and business terms with large enterprises by effectively communicating Veeam's value, total cost of ownership, and return on investment.
  • Identify critical business drivers behind complex sales opportunities.
  • Ensure accurate forecasting and consistency in pipeline development.
  • Develop and manage detailed key account relationship maps for your territory, including existing and aspirational targets.
  • Lead comprehensive pursuit engagements with key stakeholders.
  • Deliver compelling presentations and proposals that articulate Veeam's value proposition while effectively differentiating from competitors.
  • Act as Veeam's representative within the enterprise organization while advocating for the customer within Veeam.
  • Identify trends and areas for enhancement to continuously improve customer service.
  • Possess extensive knowledge of Veeam products.
  • Prepare clear and precise reports, proposals, and other necessary documentation for executive-level discussions.
  • Assess market demands, competitive landscape, and adhere to a defined sales process.
  • Collaborate with Veeam Channel Partner Managers, Marketing, Sales Engineering, Sales Development Representatives, Deal Desk, and Legal to ensure quota achievement and compliance with company standards.
  • Implement a territory plan to optimize revenue and coverage.
  • Willingness to travel within the designated territory as needed.

Qualifications:

  • Demonstrated success in achieving substantial sales quotas.
  • Resourceful in overcoming challenges that do not have straightforward solutions.
  • Experience in introducing new product solutions and services.
  • Creative problem solver with a keen awareness of the prospect environment.
  • Strong business acumen, with the ability to translate prospect challenges into viable business opportunities.
  • Excellent interpersonal skills combined with a competitive drive to succeed.
  • Outstanding verbal, written, and presentation communication skills.
  • High energy, urgency, and the ability to inspire this mindset in others.
  • Proficient in utilizing data intelligence tools for account relationship management.
  • Ability to work autonomously with minimal direction in a fast-paced environment.
  • Familiarity with the channel partner ecosystem is highly desirable.
  • Unwavering ethical and moral standards.

The salary range mentioned is On Target Earnings (OTE), which includes both base and variable compensation. When extending an employment offer, Veeam will consider the candidate's expectations, experience, education, role responsibilities, and current market conditions.

Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form based on race, color, religion, gender, age, national origin, citizenship, disability, veteran status, or any other classification protected by federal, state, or local law. All information provided will be kept confidential.

Please note that any personal data collected during the recruitment process will be handled in accordance with our Recruiting Privacy Notice.

The Privacy Notice outlines how personal data collected from you, or that you provide, will be processed in connection with our recruitment processes.

By applying for this position, you consent to the processing of your personal data in line with our Recruiting Privacy Notice.