Lead Account Executive, Enterprise Sales (Remote: Northern CA region)

Описание вакансии

Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands.

About the Role:

This key individual contributor role is responsible for achieving a sales quota by driving sales through top enterprise accounts. The successful candidate will proactively identify, engage, and acquire customers to help them leverage Veeam’s full suite of solutions. Must possess strong executive level negotiating skills and an ability to highlight our offerings in a compelling way.

\*Please note associated comp ranges by state/regions; and that midpoint/middle of range is the budgeted target\*\*

What you'll do:

• Achieve monthly, quarterly, and annual sales quotas by successfully implementing sales and marketing strategies and tactics
• Position Veeam as the provider of choice by demonstrating deep and comprehensive knowledge of how our solutions meet the needs of customers
• Generate sales opportunities and build relationships by organizing work schedule to call on existing and potential customers and channel partners
• Develop and implement a territory action plan using comprehensive data analysis, and adjust sales techniques according to interactions and results in the field
• Identify prospects, set appointments, make effective qualifying sales calls, and manage entire sales cycle to close new business
• Maintain exceptional working relationships with channel partners to identify potential new sales opportunities
• Provide insight and position Veeam into meaningful customer relationships
• Negotiate favorable pricing and business terms with large enterprises by positioning Veeam value, TCO, and ROI
• Identify vital set of business drivers behind complex selling opportunities
• Ensure robust forecasting accuracy and consistency of pipeline build
• Develop and manage specific key account relationship maps for your territory including existing relationships and aspirational targets
• Lead end-to-end pursuit engagements with the key stakeholders
• Lead solution presentations and deliver compelling proposals to convey Veeam’s value proposition, while effectively locking out competition
• Function as Veeam’s advocate within the enterprise organization, while advocating for the customer within Veeam
• Identify trends and areas for improvement to continually serve customers better
• Possess in-depth Veeam product knowledge
• Prepare concise and accurate reports, proposals, and other required documentation for executive-level presentations
• Assess market needs, competitive landscape, and follow a defined selling process
• Coordinate with Veeam Channel Partner Managers, Marketing, Sales Engineering, SDRs, Deal Desk, and Legal to ensure that quotas are met, and company standards are upheld
• Execute a territory plan to maximize revenue and coverage
• Ability to travel within the assigned territory as appropriate

What you'll bring:

• Proven history of successfully achieving big sales quotas
• Demonstrate resourcefulness when faced with challenges that defy easy solution
• Experience introducing new product solutions and services
• Creative problem solver with outstanding prospect environment awareness
• Business acumen, combined with the ability to translate prospect challenges into solid new business opportunities
• Strong interpersonal skills coupled with a highly competitive will to win
• Excellent verbal, written, and presentation communication skills
• High energy, a sense of urgency, and the ability to foster this attitude with others
• Ability to use data intelligence tools for account relationship and tree building
• Deep understanding of Salesforce.com
• Ability to work independently with limited direction in a fast-paced environment
• Knowledge of channel partner ecosystem is highly desired
• Unassailable ethical and moral standards

#LI-KS2

What you'll get

• Unlimited paid time off, 12 paid holidays, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares
• Paid parental leave: 8 weeks for all parents, 16 weeks for birthing parents
• Medical, dental, and vision coverage starting on your first day
• Mental health support, therapy sessions, and digital wellness tools via our Employee Assistance Program
• 401(k) retirement plan with company matching contributions
• Fertility, adoption, and surrogacy support through 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 to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events like our annual Global Day of Learning

Compensation Transparency

Veeam is committed to pay transparency and equitable compensation. For this role, the compensation range below reflects the expected total target compensation (TTC), inclusive of base pay and a competitive performance-based bonus. For roles with a commission plan, the compensation range represents On Target Earnings (OTE), which includes base salary plus variable commission. When determining compensation, Veeam takes into consideration factors such as experience, education, skills, and geographic zone. Offers are typically made below the midpoint of the range.

In addition to compensation, Veeam provides a comprehensive benefits package, including health coverage, retirement plans, and unlimited time off.

U.S. Geographic Zones & Compensation Ranges (TTC / OTE)

Zone 1: San Francisco Bay Area, New York City Boroughs

$277,700—$515,800 USD

Zone 2: Washington, California (excluding San Francisco Bay Area)

$254,600—$472,900 USD

Zone 3: Texas, Illinois, North Carolina, Colorado, Massachusetts, Pennsylvania, Virginia, Oregon, Nevada, Hawaii, New York (excluding NYC boroughs); Sales roles located in Georgia, Ohio, and Arizona

$231,500—$429,800 USD

Zone 4: All other US locations

$201,400—$373,900 USD

Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential.

Please note that any personal data collected from you during the recruitment process will be processed in accordance with our Recruiting Privacy Notice.  

The Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to us, will be processed by us in connection with our recruitment processes. 

By applying for this position, you consent to the processing of your personal data in accordance with our Recruiting Privacy Notice.

By submitting your application, you acknowledge that the information provided in your job application and any supporting documents is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification of information may result in disqualification from consideration for employment or, if discovered after employment begins, termination of employment.