Director, Region Sales (REMOTE: North Central US) - Veeam Software
Chicago, IL
About the Job
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.
Job Description Summary:
The Area Sales Director is responsible for developing, inspiring and leading a Regional Sales team by overseeing sales for new and existing customers of Veeam products.
Strong preference for candidates sitting within/among the states inside the region of responsibility: MN, WI, MI, IL, IN, OH, KY, TN
Responsibilities:
- Attracts, retains, develops, coaches and manages a team of Territory Managers within a defined territory
- Builds territory sales plans, executes against the sales strategy and procures all business opportunities through channel reseller partners
- Partners with respective Inside Sales Managers & their team members to follow up on inbound leads and targeted named accounts
- Drives, manages and executes the business and revenue of the area sales team through pipeline development, forecasting and performance goals
- Analyzes area market dynamics to maximize existing successes and to create new sales growth opportunities
- Educates the team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing
- Prepares forecasts, territory/industry management and growth plans
- Establishes metrics to measure team performance; addresses and corrects performance deficiencies in a timely and efficient manner
- Serves as contact for large enterprise clients and leads sales actions to close large deals, when necessary
- Ensures that the team and individual sales plans are aligned with the corporate revenue goal
- Fosters a collaborative and positive team environment
- Ability to travel up to 75% of the time within the assigned territory/region requirements
Qualifications:
- Highly skilled (ability to teach) Challenger, COTS, Solution Selling strategies for engaging customers, navigating complex sales processes and closing with maximum retained value for Veeam and our partners
- Proven sales leadership experience in hiring, top-grading, developing both inside and outside (field) sellers
- Demonstrated experience in improving both transactional/velocity business AND larger deal strategic sales teams
- Proven experience in leveraging marketing tech stack, field intelligence, competitive intelligence to improve prospect pipeline, opportunity pipeline, win rates, average deal sizes, time to close and productivity per rep
- Gain leverage with a partner ecosystem (corporate resellers, regional partners, VARs, GSIs, alliances, and Service Providers)
- Innate ability to engage CIO/CISO executives proactively – and versed in all top-of-mind initiatives and problems for those stakeholders
- Command of the business by working cross-functionally to drive vision/strategy and execution for your region – with ability to report up – and across – the organization effortlessly.
- Knowledge of the complex industry moving parts: storage, backup, archival – issues: data protection, ransomware, security – competitive landscape – and customer's desired business outcomes.
- Proven ability to work with marketing and channel to design, build and run initiatives/campaigns/events/activities/engagement opportunities – contextualized for your region and prominent competition therein
- 10+ years of management experience
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The salary range posted is On Target Earnings (OTE), which is inclusive of base and variable pay. When making an offer of employment, Veeam will take into consideration the candidate's expectations, experience, education, scope of responsibility for the role, and the current market demands.
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