Lead Account Executive, Enterprise Sales (Remote: Northern CA region)

Veeam Software is the #1 global market leader in data resilience, providing businesses with control over their data. The Lead Account Executive will be responsible for achieving sales quotas by driving sales through top enterprise accounts, engaging customers, and demonstrating Veeam's solutions to meet their needs.

Responsibilities:

• Achieve monthly, quarterly, and annual sales quotas by successfully implementing sales and marketing strategies and tactics
• Position Veeam as the provider of choice by demonstrating deep and comprehensive knowledge of how our solutions meet the needs of customers
• Generate sales opportunities and build relationships by organizing work schedule to call on existing and potential customers and channel partners
• Develop and implement a territory action plan using comprehensive data analysis, and adjust sales techniques according to interactions and results in the field
• Identify prospects, set appointments, make effective qualifying sales calls, and manage entire sales cycle to close new business
• Maintain exceptional working relationships with channel partners to identify potential new sales opportunities
• Provide insight and position Veeam into meaningful customer relationships
• Negotiate favorable pricing and business terms with large enterprises by positioning Veeam value, TCO, and ROI
• Identify vital set of business drivers behind complex selling opportunities
• Ensure robust forecasting accuracy and consistency of pipeline build
• Develop and manage specific key account relationship maps for your territory including existing relationships and aspirational targets
• Lead end-to-end pursuit engagements with the key stakeholders
• Lead solution presentations and deliver compelling proposals to convey Veeam’s value proposition, while effectively locking out competition
• Function as Veeam’s advocate within the enterprise organization, while advocating for the customer within Veeam
• Identify trends and areas for improvement to continually serve customers better
• Possess in-depth Veeam product knowledge
• Prepare concise and accurate reports, proposals, and other required documentation for executive-level presentations
• Assess market needs, competitive landscape, and follow a defined selling process
• Coordinate with Veeam Channel Partner Managers, Marketing, Sales Engineering, SDRs, Deal Desk, and Legal to ensure that quotas are met, and company standards are upheld
• Execute a territory plan to maximize revenue and coverage
• Ability to travel within the assigned territory as appropriate

Requirements:

• Proven history of successfully achieving big sales quotas
• Demonstrate resourcefulness when faced with challenges that defy easy solution
• Experience introducing new product solutions and services
• Creative problem solver with outstanding prospect environment awareness
• Business acumen, combined with the ability to translate prospect challenges into solid new business opportunities
• Strong interpersonal skills coupled with a highly competitive will to win
• Excellent verbal, written, and presentation communication skills
• High energy, a sense of urgency, and the ability to foster this attitude with others
• Ability to use data intelligence tools for account relationship and tree building
• Deep understanding of Salesforce.com
• Ability to work independently with limited direction in a fast-paced environment
• Unassailable ethical and moral standards
• Knowledge of channel partner ecosystem is highly desired