Territory Sales Manager (REMOTE: TN)

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.

Job Description Summary:

This key individual contributor role is responsible for achieving a sales quota by driving new business in the assigned territory. The successful candidate will have a strong understanding of the Veeam sales process and excel at generating leads, building relationships, and closing deals. Must possess strong negotiating skills and an ability to showcase our offerings in a compelling way.

Strong preference for candidates within the state of TN (and more specifically Nashville area)

Objectives:

• Design and execute a business plan on assigned territory to meet and exceed quota through a mix of prospecting, qualifying, managing, and closing opportunities
  • 70% Net New Logo/30% Current Customer

• Position Veeam as the provider of choice by demonstrating deep and comprehensive knowledge of how our solutions meet the needs of customers
• Achieve monthly, quarterly, and annual sales quotas by successfully implementing sales and marketing strategies and tactics
• Generate leads and build relationships by organizing daily work schedule to call on existing and potential customers and channel partners
• Develop and implement territory action plan using comprehensive data analysis, and adjust sales techniques according to interactions and results in the field

Responsibilities:

• Identify prospects, set appointments, make effective qualifying sales calls, and manage sales cycle to close new business
• Maintain exceptional working relationships with channel partners (tier-two model) to identify potential new sales opportunities
• Possess in-depth Veeam product knowledge
• Prepare concise and accurate reports, proposals, and other required documentation for executive-level presentations
• Assess market needs and follow a defined selling process
• Coordinate with Veeam Inside Sales Reps, Channel Partner Managers, Marketing, Sales Engineering, Deal Desk, Legal to ensure that quotas are met, and company standards are upheld
• Provide insight and position Veeam’s solutions into meaningful customer relationships
• Manage and grow a qualified pipeline of opportunities in conjunction with Veeam partners
• Negotiate favorable pricing and business terms with customers by positioning value and ROI
• Demonstrate resourcefulness when faced with challenges that defy easy solution
• Identify vital set of business drivers behind complex selling opportunities
• Ensure robust forecasting accuracy and maintain opportunity details in CRM (Salesforce.com)
• Develop and manage key account relationships, including aspirational targets
• Function as Veeam’s advocate within the customer organization, while advocating for the customer within Veeam
• Identify market trends, observations, and competitive landscape for effective Veeam positioning
• Execute a territory plan to maximize revenue and coverage
• Ability to travel within the assigned territory as appropriate

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