Territory Manager (REMOTE: TX area) - Veeam Software
Dallas, TX
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.
Responsibilities:
- Designs and executes a territory plan on assigned territory to meet and exceed quota through a mix of prospecting, qualifying, managing, and closing opportunities.
- 70% Net New Logo/30% Current Customer
- Develops sales activities within territory ---strategically targeting net new customers and existing commercial customers (upsell and cross sell)
- Develops opportunities through the sales cycle -- driving conversations, pitching solutions from our portfolio, setting clear next steps, building proposals, coordinating pre-sale resources appropriately all in an effort to effectively win business.
- Cooperative work with sales team members to advance opportunities to closure, including Systems Engineers, Deal Desk, Legal etc.
- Works Cross-Functionally -- coordinating efforts with Sales Engineering, Customer Success Representatives, Alliance Managers, Channel Partner Managers, Marketing, et al.
- Closes business in conjunction with Veeam partners (in tier-two model)
- Engages with Partners, VARs, Distributors and Veeam Strategic Alliance partners to drive mutually beneficial revenue opportunities.
- Proposes, coordinates, and participates with Marketing on events in assigned territory.
- Accurately forecasting to leadership
- Updates account/opportunity details in Veeam's CRM (Salesforce) – proficiency is required.
- Ability to travel up to 75% of the time within the assigned territory/region requirements
Qualifications:
- Bachelor's Degree and/or equivalent years of experience
- Must reside in Chicago, IL
- At least five (5) years of selling software through the channel (either in IT Infrastructure or SaaS)
- Must be able to manage accounts and opportunities using a consultative sale approach.
- Ability to work independently with limited direction in a fast-paced environment.
- Knowledge of large distributors and value-added resellers (VAR's) is highly desired.
- Knowledge of virtualization industry solution selling and value-based selling techniques
- Proficient in Solution Selling and Challenger Sales Methodologies
- Familiar with MEDDPICC qualification framework
- Ability to use ZoomInfo for data intelligence gathering and account tree building.
- Proficiency in Salesforce is required; reporting, using dashboards, etc
- Proficient in Microsoft Office (Word, Excel, PowerPoint, etc.)
- CPAM or PMP certification a plus
#LI-KS2
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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