Associate Manager Customer Success & Renewals

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.

The Associate Manager of Renewals Sales is responsible for building, managing and leading a team of Renewals Sales Representatives within a regional business segment by overseeing all activities related to retention of customers on maintenance contracts, upsell opportunities and consistently meeting or exceeding renewal quotas. In addition, this leader serves as a technology-focused sales professional who provides strategic business direction and technical vision across the region, and driving Veeam revenue through expert account planning, resource planning and allocation.

The Associate Manager of Renewals Sales provides leadership to the team to encourage professional and personal growth of each team member while delivering positive results for the company. Success in the role requires an organized, team player, with the ability to manage multiple renewals sales campaigns simultaneously with a focus on ensuring that the value of Veeam solutions are understood by customers and partners.

Responsibilities:

• Leads a team of typically 6- 8 Renewals Sales Representatives driving overachievement and goals with coaching, performance management, engagement, and career development
• Coaches team members to improve their results
• Nurtures a positive team environment, in alignment with Veeam's Core Values
• Manages team performance against quotas and sales forecasts, executes operating plans and ensures sales objectives are met
• Drives revenue and contributes to the continued growth of Veeam through consistently achieving individual and team quotas
• Monitors daily activity of Renewals Sales Representatives, including sales activities and use of Veeam's customer relationship management system (Salesforce.com)
• Drives metrics regarding performance of renewal rates, prepaid maintenance and upsell/cross-sell activities
• Collaborates with field sales employees on territory division of labor and sales execution
• Grows maintenance revenue through improving renewal practices
• Proactively monitors pipeline of expiring contracts to forecast renewal closure
• Handles customer and partner escalations
• Drives positive change in the department, looks to maximize the entire departments performance through analysis and process improvements
• Leads by example and mentors managers through sharing best practices from personal experience in a management role

Requirements:

• Demonstrated experience in building, training, managing, developing and getting results from an inside sales team
• Skilled motivator with demonstrated ability to coach and develop sales staff to exceed targeted sales objectives and deliver high quality service to customers
• Ability to work in a semi-autonomous and fast-paced environment; must be a high-energy, motivated self-starter
• Proven track record of driving high volume, transactional sales along with more complex enterprise sales
• Ability to work well with all levels of people and teams in a matrix-organization structure
• Ability to adapt to changes in roles and responsibilities
• Demonstrated negotiation skill
• Demonstrated work ethic and teamwork
• Demonstrated mentoring/leadership experience required
• Telephone and internet based sales experience required Degree preferred (a combination of education and experience will be considered)
• Excellent verbal and written communications skills
• Strong organizational skills with the proven ability to prioritize and complete multiple tasks to meet deadlines and quotas

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