On-Prem to Cloud Sales Specialist

Veeam's launch of the Veeam Data Cloud (VDC) in early 2024 marked a pivotal moment: combining our industry-leading platform's reliability with the simplicity of a cloud service. As the established leader in Microsoft 365 data protection with over 21 million users protected, VDC for Microsoft 365 has quickly become the fastest-growing solution in Veeam's history. By eliminating infrastructure complexity while delivering enterprise-grade protection, VDC creates a transformative path for Veeam's 450,000+ customers to modernize their data protection strategy. Join us in driving one of Veeam's most strategic initiatives: accelerating customer adoption of the Veeam Data Cloud.

As a Sales Specialist focused on transitioning customers from on-premises Microsoft 365 backup (VB365) to our cloud-native platform (VDC M365), you'll lead crucial conversations that shape the future of data protection. Reporting to the WW On-Prem to Cloud Sales Leader, you'll partner with Solution Engineers and Renewals teams to help customers embrace cloud-native protection and fuel Veeam's continued market leadership.

This quota-carrying role leads customer transformations from on-premises to cloud Microsoft 365 backup across 500 strategic accounts. Working alongside dedicated Solution Engineers and Renewals teams, you'll drive commercial wins by demonstrating the compelling business value of our cloud-native platform.

Key responsibilities

• Execute on territory strategy and pipeline development across 500+ strategic accounts to achieve quarterly revenue targets
• Collaborate on a daily business with his/her territory’s AEs and Renewal reps to ensure great account-level partnering; Ensure top deals are on-track with the right Field + Specialist pursuit team engaged
• Provide weekly product-specific forecast updates for his/her territory
• Prepare and lead value-based customer discussions focused on long-term benefits of SaaS over short-term transition costs
• Design and negotiate commercial proposals that align with customer needs while maximizing adoption and revenue impact
• Build and maintain strategic relationships across customer organizations to drive successful cloud transitions
• Identify priority accounts and opportunities in which to involve and partner with Solution Engineers to deliver compelling technical and business value messaging
• Provide market intelligence and customer feedback identify repeatable sales tactics that increase win rates and help build a “win formula”
• Master our competitive positioning, market trends, and pricing strategies to win strategic deals

Qualifications

• 8+ years of enterprise software sales experience, with proven success in cloud/SaaS solutions
• Track record of success in and career growth in field sales, with experience working effectively in specialist sales models preferred
• Proven capability in Enterprise software sales and SaaS business models, and ideally in the data protection, data management or M365
• Exceptional skills in business case development, commercial negotiations, and stakeholder management
• Bachelor's degree in business or related field (or equivalent experience)
• Strong team player / coach mentality – expect to be personally engaged in opportunities
• Excellent written and verbal communication skills
• Willingness to travel up to 30% of time

Benefits

• Unlimited PTO
• Medical, dental, and vision benefits that start on day one
• Flexible spending accounts
• Life insurance and short-term and long-term disability coverage
• Family planning support benefits, along with 100% paid maternity and parental leave
• 401k match
• Veeam Care Days – additional 24 hours for your volunteering activities
• Professional training and education, including courses and workshops, internal meetups, and unlimited access to our online learning platforms (Percipio, Athena, O’Reilly) and mentoring through our MentorLab program.

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