Enterprise Account Executive (Remote: NY/NJ or Philadelphia area)

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. Join us as we move forward together, growing, learning, and making a real impact for some of the world’s biggest brands. The future of data resilience is here - go fearlessly forward with us.

Overview:

This key individual contributor role is responsible for achieving a sales quota by driving sales through top enterprise accounts. The successful candidate will proactively identify, engage, and acquire customers to help them leverage Veeam’s full suite of solutions. Must possess strong executive level negotiating skills and an ability to highlight our offerings in a compelling way.

\*\* Due to business needs, prospective candidates must reside in the NY/NJ or Philadelphia, PA area\*\*

Objectives:

• Achieve monthly, quarterly, and annual sales quotas by successfully implementing sales and marketing strategies and tactics
• Position Veeam as the provider of choice by demonstrating deep and comprehensive knowledge of how our solutions meet the needs of customers
• Generate sales opportunities and build relationships by organizing work schedule to call on existing and potential customers and channel partners
• Develop and implement a 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 entire sales cycle to close new business
• Maintain exceptional working relationships with channel partners to identify potential new sales opportunities
• Provide insight and position Veeam into meaningful customer relationships
• Negotiate favorable pricing and business terms with large enterprises by positioning Veeam value, TCO, and ROI
• Identify vital set of business drivers behind complex selling opportunities
• Ensure robust forecasting accuracy and consistency of pipeline build
• Develop and manage specific key account relationship maps for your territory including existing relationships and aspirational targets
• Lead end-to-end pursuit engagements with the key enterprise power base stakeholders
• Lead solution presentations and deliver compelling proposals to convey Veeam’s value proposition, while effectively locking out competition
• Function as Veeam’s advocate within the enterprise organization, while advocating for the customer within Veeam
• Identify trends and areas for improvement to continually serve customers better
• 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
• Coordinate with Veeam Channel Partner Managers, Marketing, Sales Engineering, SDRs, Deal Desk, and Legal to ensure that quotas are met, and company standards are upheld
• Execute a territory plan to maximize revenue and coverage
• Ability to travel within the assigned territory as appropriate

Qualifications:

• Proven history of successfully achieving big sales quotas
• Demonstrate resourcefulness when faced with challenges that defy easy solution
• Experience introducing new product solutions and services
• Creative problem solver with outstanding prospect environment awareness
• Business acumen, combined with the ability to translate prospect challenges into solid new business opportunities
• Strong interpersonal skills coupled with a highly competitive will to win
• Excellent verbal, written, and presentation communication skills
• High energy, a sense of urgency, and the ability to foster this attitude with others
• Ability to use data intelligence tools for account relationship and tree building
• Deep understanding of Salesforce.com
• Ability to work independently with limited direction in a fast-paced environment
• Knowledge of channel partner ecosystem is highly desired
• Unassailable ethical and moral standards

We offer:

• Unlimited PTO
• 3 global VeeaMe Days per year: company-wide closures for employees to take a break, disconnect, and focus on self-care
• Paid Holidays
• Veeam Care Days: 24 hours paid time for volunteering
• Medical, dental, and vision coverage starting on day one (multiple plan options)
• Flexible Spending Accounts (FSA) and Health Savings Account (HSA) options
• Employer HSA contributions (for HDHP participants)
• Life and AD&D insurance (employee, spouse/partner, and child options)
• Company-paid short-term and long-term disability insurance
• Supplemental individual disability insurance (IDI)
• Family planning support: fertility, adoption, surrogacy, and parental resources
• Paid parental leave
• Employee Assistance Program
• Additional voluntary benefits: accident, critical illness, hospital indemnity, legal, identity theft protection, commuter benefits, pet care
• Mental health support
• 401(k) plan
• Professional training and education, on-demand learning libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and Global Day of Learning

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The salary range posted is On Target Earnings (OTE), which is inclusive of base and variable pay. When making an offer of employment, Veeam will take into consideration the candidate’s expectations, experience, education, scope of responsibility for the role, and the current market demands.