Senior Director, Kasten Sales, Americas

We are seeking a senior leader to be the America’s Regional Sales Leader for Kasten by Veeam, the leading Kubernetes data protection solution on the market.

This role reports to the WW Kasten VP & GM and is accountable for 1) ensuring regional revenue and growth goals are met, 2) partnering with the America’s regional account teams to land New, Expand and Cross-sell strategies, 3) leading a specialist sales team that will drive the largest opportunities and assist on smaller opps, 4) supporting strategic partner recruit to expand Veeam’s partner ecosystem, and 5) partnering closely with Kasten product team to help prioritize roadmap and provide voice of the customer.

Day-to-Day Responsibilities

This role will oversee the America’s specialist organization and scale through Veeam’s regional Field sales organization. The specialist organization will be experts in Kasten by Veeam and augment Field pursuit teams to increase win rates, deal size and accelerate sales cycles. The specialist team includes both sales and technical pre-sales roles (dotted line) and will be responsible for driving large, complicated deals, proving value and securing the technical win. Deal commercial management will depend on if it is a multi-product opportunity.

On a day-to-day basis, this role will:

• Ensure sales fundamentals are met across the full business (e.g., pipe coverage, win rates, etc.)
• Provide weekly product-specific forecast updates and cross-reference with the AMER Region
• Ensure top deals are on-track with the right Field + Specialist pursuit team engaged
• Engage with strategic deals and customers as executive sponsor for Kasten
• Build a “win formula” that is a repeatable sales approach that generates additive results
• Champion any key changes needed to meet or exceed growth and share goals
• Engage with strategic partner recruit to expand the partner network for this business
• Lead quarterly business review prep for the AMER region
• Coordinate with Engineering and Product Mgmt on key customer requirements

Qualifications

The ideal candidate will have a combination of these skills and experiences:

• At least 15+ years in software sales, and proven capability to engage at the customer exec level
• Proven capability in Enterprise software sales, and ideally in the Kubernetes, data management for K8, security for K8, app modernization, or ideally data protection for K8 categories
• Proven capability of working in a Specialist + Field sales model
• Proven capability of working in a partner-driven GTM
• Ability to work cross-functionally with Field, Renewals, Marketing and Product teams
• Excellence in sales management, sales coaching and sales fundamentals
• Strong team player / coach mentality – expect to be personally engaged in opportunities
• Excellent written and presentation skills for both external and internal audiences
• Be able to travel up to 50% of time

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