Distribution Account Manager

1 Day ago • All levels

Job Summary

Job Description

The Distribution Account Manager is responsible for achieving sales objectives by managing relationships within the tier distribution framework. This role involves managing daily sales relationships and representing Veeam in business development, marketing, and sales activities. Key responsibilities include managing relationships in a matrixed environment, developing and achieving measurable goals, conducting QBRs with actionable items, building executive relationships, achieving revenue targets, executing distributor plans, training distributor teams, and collaborating across business units for operational efficiency. This role requires a strong understanding of the 2-tier distribution model within Latin America, with a focus on virtualization technology and the ability to work independently in a fast-paced environment.

Must have:

Successful sales experience with channel-focused companies.
Proven track record in a 2-tier model.
Knowledge of virtualization technology.
Ability to adapt and work independently.
Analytical thinker with proven ability to metric and govern.
Bachelor’s degree or equivalent experience.

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Job Details

Veeam®, the #1 global market leader in data protection and ransomware recovery, is on a mission to empower every organization to not just bounce back from a data outage or loss but bounce forward.

With Veeam, organizations achieve radical resilience through data security, data recovery, and data freedom for their hybrid cloud.

The Veeam Data Platform delivers a single solution for cloud, virtual, physical, SaaS, and Kubernetes environments that gives IT and security leaders peace of mind that their apps
and data are protected and always available.

Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 450,000 customers worldwide, including 74% of the Global 2000, 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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