Distribution Account Manager

3 Hours ago • All levels

Job Summary

Job Description

The Distribution Account Manager is responsible for achieving sales goals by managing relationships within the tier distribution framework. They will oversee daily sales relationships and represent Veeam in business development, marketing, and sales. Responsibilities include managing relationships in a matrixed environment, developing measurable goals, conducting impactful QBRs, building executive relationships, achieving revenue targets, developing and executing distributor plans, training distributor sales teams, and collaborating with internal and external teams for operational efficiencies and Latin America goals. The role requires a successful sales background, especially with channel-focused companies and 2-tier distributors in Latin America, along with a focus on driving business development and sales enablement initiatives.

Must have:

Successful sales experience with channel-focused companies in Latin America.
Proven track record in product management within a 2-tier model.
Knowledge of virtualization technology and its leverage in a 2-tier model.
Ability to work independently and adapt to changes in a fast-paced environment.
Analytical thinker with the ability to metric and govern.

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Job Details

About Veeam Software

Veeam, the #1 global market leader in data resilience, believes businesses should control all their data whenever and wherever they need it.

Veeam provides data resilience through data backup, data recovery, data portability, data security, and data intelligence. Based in Seattle, Veeam protects over 550,000 customers worldwide who trust Veeam to keep their businesses running.

The Distribution Account Manager is responsible for developing and accomplishing sales objectives by managing the relationships from within our tier distribution framework. The successful candidate will manage daily sales relationships and represent VEEAM in all aspects of business development, marketing and sales.

Responsibilities:

Manage relationships in a highly leveraged, matrixed environment with indirect reports.
Develop goals that are measurable and drive productivity within our distributors.
Conduct impactful QBRs with meaningful and measureable action items, as well as follow-up.
Develop executive level relationships within the distributors.
Achieve revenue targets and goals for the distributors.
Develop and execute distributors plan with variable rebates and goals.
Train and enable distributor sales teams and overlay personnel on Veeam solutions and Partner Program.
Work across all business units both internally at Veeam and within distributors for operational efficiencies.
Work closely with Alliances teams internally and within distributors to achieve Latin America goals.

Requirements:

Successful sales experience with channel-focused company and 2 tier distributors in Latin America
Proven track record of successful product management within a 2 tier model
Knowledge of virtualization technology and leverage within a 2 tier model
Ability to adapt to changes in roles and responsibilities and work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter
Analytical thinker with proven ability to metric and govern
Drives all aspects of business development and sales enablement initiatives and works with VP of Distribution to drive final account decisions.
Develops recommendation from complex data and business analyses and formulates them into business plans.
Leads and executes highly complex, time sensitive projects; identifies and recommends solutions for multifaceted operational and programmatic problems for specific account
Leads efforts to develop innovative business models and analyses to support multiple, large projects.
Decision-making implications extend to multiple functions and/or businesses and impact the business directly.
Bachelor’s degree and/or equivalent years of experience

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