Enterprise Account Manager
1 Month ago • 5 Years +
Account Management
Job Description
The Enterprise Account Manager at Veeam is responsible for developing and closing business with new and existing Enterprise segment customers, focusing on the largest and most strategic named accounts in the assigned territory. This role involves meeting revenue targets, growing the sales pipeline through collaboration with internal teams and partners, and performing direct customer-facing sales activities. The manager will build strong executive relationships, articulate Veeam's value, create demand, and close deals, while also managing forecasting in Salesforce and developing short, medium, and long-term revenue opportunities. Effective execution of account and opportunity plans is crucial for driving demand and revenue generation.
Good To Have:
- Knowledge of large distributors and value-added resellers (VAR’s)
- Knowledge of the virtualization industry, Cloud, and SaaS go-to-market strategies
- Strong and proven track record in selling to Federal Government departments and agencies
- Has a solid network within the public sector with both partners, customers, and influencers in Canberra
Must Have:
- Meet or exceed individual and team revenue targets in Enterprise market segment
- Grow pipeline by teaming with Sales Development Representative, System Engineers, and Channel & Alliance Partner sales teams
- Perform direct customer-facing enterprise sales activities in the field with Channel and Alliance Partners
- Propose, coordinate, and participate in marketing activities to enterprise named accounts
- Enter reliable forecasting and account/opportunity details in Salesforce on a timely basis
- Build strong relationships with executives, articulate Veeam’s solution and business value, create demand, and close deals
- Develop a pipeline of activity focusing on short, medium, and long-term revenue opportunities
- Effectively execute account plans and opportunity plans to drive demand and revenue generation
- Find, assess, and prioritize existing and future opportunities with customers, Veeam teammates, and Channel Partner ecosystem
- Engage with strategic Alliance Partners to drive mutually beneficial revenue opportunities
- Ability to travel 0 - 75% of the time within the assigned territory/region requirements
The Enterprise Account Manager is responsible for developing and closing business with new and existing Enterprise segment customers. The focus is on the largest and most strategic named accounts in the assigned territory.
- Meets or exceeds individual and team revenue targets in Enterprise market segment (5,000 employees+ businesses) in assigned territory
- Grows pipeline by teaming with Sales Development Representative, System Engineers, and Channel & Alliance Partner sales teams
- Performs direct customer-facing enterprise sales activities in the field together with Channel and Alliance Partners
- Proposes, coordinates, and participates in marketing activities to enterprise named accounts
- Enters reliable forecasting and account/opportunity details in Salesforce on a timely basis
- Builds strong relationships with executives, articulates Veeam’s solution and business value, creates demand, and closes deals
- Develops a pipeline of activity that focuses on short, medium, and long-term revenue opportunities within the assigned accounts that result in quarterly revenue generation
- Effectively executes account plans and opportunity plans to drive demand and revenue generation
- Finds, assesses, and prioritizes existing and future opportunities with customers, Veeam teammates, and the Channel Partner ecosystem
- Engages with strategic Alliance Partners to drive mutually beneficial revenue opportunities
- Ability to travel 0 - 75% of the time within the assigned territory/region requirements
Qualifications
- Bachelor's Degree and/or equivalent years of experience
- At least five (5) years of Enterprise sales experience, selling software through the channels and to end users
- Experience in business-to-business selling and managing using a consultative sales approach
- Excellent management and communication skills (written, verbal, and interpersonal)
- Ability to work independently with limited direction in a fast-paced environment
- Builds and nurtures C-level and decision-maker relationships
- Strong and proven track record in selling to Federal Government departments and agencies
- Has a solid network within the public sector with both partners, customers, and influencers in Canberra
- Knowledge of large distributors and value-added resellers (VAR’s) is highly desired
- Knowledge of the virtualization industry, Cloud, and SaaS go-to-market strategies.
- Microsoft Office tools (Word, Excel, PowerPoint, etc.)
- Knowledge of solution selling and value-based selling techniques
- Knowledge of different sales methodologies and customer relationship management (CRM) systems: Salesforce knowledge is required
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