Strategic Account Manager – US East Region

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Create and execute strategies aimed at enhancing the average deal size by conducting initial needs assessments and identifying upselling and cross-selling opportunities to optimize revenue.

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

• Engage in face-to-face meetings with clients to grasp their requirements and present tailored solutions.

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

• Willingness to travel 50% of the time 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).

• Show resourcefulness in overcoming challenges that present complex solutions.

• Possess an intuitive understanding of the essential steps to finalize business deals and secure customer validation.

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

• Provide insights and position Veeam within significant customer relationships.

• Ensure accurate forecasting and consistency in pipeline development.

• Develop and manage detailed key account relationship maps for your territory, encompassing existing customers and aspirational targets.

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

• Have comprehensive knowledge of Veeam products.

• Generate concise and accurate reports, proposals, and other necessary documentation for executive-level presentations.

• Evaluate market needs, competitive landscapes, and adhere to a defined sales process.

⛳️ Requirements

• A minimum of 3-4 years of sales experience, demonstrating a successful history of driving mid-market and large commercial accounts in the software, security, and storage sectors, particularly with C-level relationships.

• 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 exceptional awareness of the prospect environment.

• Strong business acumen, coupled with the ability to convert prospect challenges into solid new business opportunities.

• Excellent interpersonal skills combined with a highly competitive drive to succeed.

• Outstanding verbal, written, and presentation communication skills.

• High energy, a sense of urgency, and the capability to inspire this attitude in others.

• Proficient in utilizing data intelligence tools for account relationship and tree building.

• In-depth knowledge of Salesforce.com.

• Ability to collaborate effectively in a fast-paced environment.

• Familiarity with the channel partner ecosystem is highly preferred.

• Strong ethical and moral standards that are beyond reproach.

🏝️ Benefits

• Unlimited paid time off, 12 paid holidays including 4 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 available through our Employee Assistance Program.

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

• Support for fertility, adoption, and surrogacy through Maven, along with 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.