Enterprise Account Manager

Australia, New South Wales, North Sydney

This role is responsible for developing, accelerating, up-selling and closing business with mid-market and enterprise accounts in an assigned market territory.  Calls on both end users and partners with focus on those partners who have potential to contribute significant revenue to Veeam.

Language Required
  • English
Responsibilities
  • Works with end-users in the assigned territory focusing on the bigger deals.
  • Heavily relies on joint account planning with Partners’ sales reps to grow pipeline and close deals
  • Develop and close business, in conjunction with Veeam partners, within mid-market and enterprise accounts
  • Meets or exceeds individual and team revenue targets
  • Leveraging business generated by Partners with End Users/Customers
  • Develop sales activities with new mid-market account customers; up-sell and cross-sell to the existing mid-market customer base
  • Develops sales pipeline by proactive calling to convert sales conversations to identified prospects
  • Effectively executes a territory plan to maximize revenue
  • Enter forecasting and account/opportunity details in Veeam’s CRM (SalesForce); provides weekly updates including but not limited to, dollar amounts, socket counts, status and decision makers and next steps in closing opportunities
  • Works with regional sales team to advance opportunities to closure, including Systems Engineers to technically qualify and deliver product demonstrations
  • Propose, coordinate and participate to marketing activities within the territory
  • Must be available to travel up to 50% within the assigned territory
  • Performs other duties as assigned
Qualifications
  • Bachelor’s Degree required.  A combination of education and experience will be considered
  • Experience with vendors associated to Virtualization technology strongly desired
  • Minimum of five (5) or more years of mid-market to enterprise software sales; direct and channel sales experience required with experience managing resellers at a tactical, transaction-based level
  • Proven track record of accomplished selling in the mid-market and enterprise accounts to IT infrastructure specialists; must have an in-depth understanding of technology trends and issues and their impact on enterprises
  • Knowledge of virtualization technology, experience with VMware and/or Citrix is a plus
  • Significant track record on accomplishment selling in the enterprise, client-server market
  • Proven ability to develop new sales with strong cold-calling and prospecting skills
  • Must have knowledge of solution selling and value-based selling techniques
  • Be a self-starter with the ability to learn quickly
  • Be a high-energy sales person who is comfortable working in a fast-paced environment where roles and responsibilities change quickly
  • Excellent verbal and written communication skills
  • Ability to work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter
  • Ability to adapt to changes in roles and responsibilities
  • Ability to coach the sales reps of our partners
Sam
«Veeam is the reason I spring — not roll — out of bed in the morning: To help customers realize their wildest data center availability dreams.»
Sam
Inside Systems Engineer, Australia
«Veeam is the reason I spring — not roll — out of bed in the morning: To help customers realize their wildest data center availability dreams.»
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