Strategic Account Manager

📋 Description

• Formulate and execute strategies aimed at enhancing the average deal size through initial needs assessments, while identifying upselling and cross-selling opportunities to optimize revenue.

• Establish and nurture robust relationships throughout the customer lifecycle, particularly with C-suite executives.

• Engage in face-to-face discussions with clients to ascertain their needs and propose suitable solutions.

• Concentrate on selling VEEAM software solutions and possess a working knowledge of our Alliance Partner solutions and ecosystem.

• Willingness to travel up to 50% for meetings with customers and partners.

• Cultivate a thorough understanding of the customer's business and competitive environment.

• Negotiate advantageous pricing and business terms with large commercial enterprises by emphasizing value, Total Cost of Ownership (TCO), and Return on Investment (ROI).

• Exhibit resourcefulness when confronted with challenges that lack straightforward solutions.

• Have an intuitive grasp of the necessary steps to close business deals and obtain customer validation.

• Maintain excellent working relationships with channel partners to uncover potential new sales opportunities.

• Provide insights and position Veeam within significant customer relationships.

• Ensure strong forecasting accuracy and consistency in pipeline development.

• Create and manage specific key account relationship maps for your territory, encompassing both existing customers and aspirational targets.

• Act as Veeam’s representative within the enterprise organization while advocating for the customer within Veeam.

• Possess comprehensive knowledge of Veeam products.

• Prepare clear and precise reports, proposals, and other necessary documentation for executive-level presentations.

• Evaluate market needs, competitive landscape, and adhere to a defined selling process.

⛳️ Requirements

• A minimum of 7+ years of sales experience, with a proven history of driving mid-market and large commercial accounts within the software, security, and storage sectors, establishing relationships with C-level executives.

• Bachelor's degree in Business, Marketing, or a related discipline.

• Ability to demonstrate a methodology for prospecting and independently building a sales pipeline.

• Experience in introducing new product solutions and services.

• A creative problem solver with a strong awareness of the prospect environment.

• Business acumen combined with the capability to translate prospect challenges into substantial new business opportunities.

• Familiarity with the channel partner ecosystem is highly desirable.

• Profound understanding of Salesforce.com.

🏝️ Benefits

• Unlimited paid time off, 12 paid holidays, plus 4 additional global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares.

• Paid parental leave: 8 weeks for all parents and 16 weeks for birthing parents.

• Medical, dental, and vision coverage commencing on your first day.

• Mental health support, therapy sessions, and digital wellness tools through our Employee Assistance Program.

• 401(k) retirement plan with company matching contributions.

• Fertility, adoption, and surrogacy support via Maven, plus paid volunteer time.

• AirVet: 24/7 virtual veterinary care at no cost.

• Legal services, identity protection, and supplemental health insurance options.

• Tax-advantaged spending accounts for healthcare, dependent care, and commuting.

• Opportunities for professional development through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events such as our annual Global Day of Learning.