Company Description
Everything’s in place for you to win at Veeam – the global leader in Modern Data Management. We provide trusted back-up solutions that deliver cloud data management and protection, keeping the world moving for over 400,000 customers including the vast majority of Fortune 500 companies. We’re extremely successful: a billion-dollar company and Leader in the Gartner Magic Quadrant that’s won over 200 top industry awards. But we’re always looking forward. Everyone here plays a part in finding new opportunities and winning new deals, and you’ll be backed by a best-in-service product and an unrivalled reputation for delivering customer satisfaction.
Ultimately though, we grow together, so we’ll support you fully to be successful in your role. We’ll invest in you through our on-demand learning systems. Mentoring, training and coaching will help you to find your feet, take big challenges in your stride and perform at your best. There are acceleration programmes that... could propel you further forward than you imagined. And whether it’s learning additional skills, gaining a new experience or taking the next step in your career, there will be lots of scope for development.
All this in a place where people talk from the heart. We have a culture of focus and excellence. We encourage innovation and iteration. And since our achievements are tangible, we can keep it real and be genuine with each other. We’re inclusive, diverse, open and honest people who collaborate, support each other and have fun together. And we’re nimble enough for people to speak up. We play to win; we’re competitive, hungry and driven, but we remain humble. If that’s you, get ready to do Veeamazing things.
Job Description
With the partner sales community, this position is responsible for developing, accelerating, up-selling and closing business with Enterprise accounts in an assigned market territory. Calls on both end users, partners and alliance vendors with focus on those who have potential to contribute significant revenue to Veeam.
• Works on large and medium tenders to tight timescales with multiple partners and alliance vendors.
• Influences a tender with criteria favourable to Veeam before tender is released.
• Coordinate meetings at the technical decision making area and ensure SC community are briefed on desired outcomes.
• Develop success criteria for technical proof of concept engagements. Use this as leverage to influence the Executive Decision maker community in the assigned territory.
• Conduct whiteboarding technical solution meetings and influence the technical decision maker community in the assigned territory.
• Provide intelligent guidance on how to best store and archive protected data using scale cloud options. Have a clear understanding on how AWS, Azure and secure public clouds can assist in the Enterprise
• Works with end-users in the assigned territory focusing on the bigger deals.
• Heavily relies on joint account planning with Partners’ sales reps to grow pipeline and close deals
• Develop and close business, in conjunction with Veeam partners, within mid-market and enterprise accounts
• Meets or exceeds individual and team revenue targets
• Leveraging business generated by Partners with End Users/Customers
• Develop sales activities with new Enterprise account customers; up-sell and cross-sell to the existing customer base
• Develops sales pipeline by proactive calling to convert sales conversations to identified prospects
• Effectively executes a territory plan to maximize revenue
• Enter forecasting and account/opportunity details in Veeam’s CRM (SalesForce); provides weekly updates including but not limited to, dollar amounts, socket counts, status and decision makers and next steps in closing opportunities
• Works with regional sales team to advance opportunities to closure, including Systems Engineers to technically qualify and deliver product demonstrations
• Propose, coordinate and participate to marketing activities within the territory
• Must be available to travel up to 50% within the assigned territory
• Performs other duties as assigned
Qualifications
• Bachelor’s Degree required (a combination of education and experience will be considered).
• Experience with vendors associated with Virtualisation, storage/ infrastructure and/or disruptive technology is strongly desired. Alternatively, working within a reseller organisation is also desirable
• 5+ years of mid-market to enterprise software sales; direct and channel sales experience required with experience managing resellers at a tactical, transaction-based level.
• Has a deep understanding of the Enterprise and how policies and procedures influence engagement.
• Has extensive contacts in Enterprise accounts.
• Proven ability to develop new sales with strong cold-calling and prospecting skills.
• Exceptional territory planning abilities required, aligned to identifying and closing new business
• Ability in working with and selling through the channel
• Must have knowledge of solution selling and value-based selling techniques.
• Must be available to travel within the region and periodically overseas.
• Be a self-starter with the ability to learn quickly.
• Be a high-energy sales person who is comfortable working in a fast-paced environment where roles and responsibilities change quickly.
• Strong Hunter mentality and associated activity levels are a must
Melbourne VIC Australia