What are the responsibilities and job description for the Enterprise Sales Consultant (REMOTE: Michigan) position at Veeam Software?
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.
This key individual contributor role is responsible for achieving a sales quota by driving new business development through top enterprise accounts. The successful candidate will proactively identify, engage, and acquire new customers to help them leverage Veeam's full suite of solutions. This role requires a hunter mindset with strong executive-level negotiating skills and the ability to highlight our offerings in a compelling way.
**Due to business needs, strong preference for candidates residing within Michigan**
Objectives:
- Achieve monthly, quarterly, and annual sales quotas by successfully implementing new business development strategies and tactics
- Position Veeam as the provider of choice by demonstrating deep and comprehensive knowledge of how our solutions meet the needs of prospective customers
- Generate sales opportunities and build relationships by organizing work schedule to call on new enterprise prospects and potential channel partners
- Develop and implement a territory action plan focused on net-new logo acquisition using comprehensive data analysis, and adjust sales techniques according to interactions and results in the field
Responsibilities:
- Drive net-new business by identifying prospects, setting appointments, making effective qualifying sales calls, and managing the entire sales cycle to close new customer accounts
- Maintain exceptional working relationships with channel partners to identify and execute new logo sales opportunities
- Provide insight and position Veeam into meaningful customer relationships with a focus on expanding our footprint through new customer acquisition
- Negotiate favorable pricing and business terms with new large enterprise accounts by positioning Veeam value, TCO, and ROI
- Identify vital business drivers behind complex new selling opportunities
- Ensure robust forecasting accuracy and consistency of pipeline build, particularly for new business activity
- Develop and manage specific key account relationship maps for your territory, including targeted outreach to new prospective customers
- Lead end-to-end pursuit engagements with the key enterprise power base stakeholders to secure new revenue streams
- Lead solution presentations and deliver compelling proposals to convey Veeam's value proposition, while effectively locking out competition and winning net-new customers
- 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 new and emerging enterprise customers better
- Possess in-depth Veeam product knowledge
- Prepare concise and accurate reports, proposals, and other required documentation for executive-level presentations, particularly focused on new business development metrics
- Assess market needs, competitive landscape, and follow a defined new customer acquisition selling process
- Coordinate with Veeam Channel Partner Managers, Marketing, Sales Engineering, SDRs, Deal Desk, and Legal to ensure that new business quotas are met and company standards are upheld
- Execute a territory plan to maximize new customer revenue and coverage
- Ability to travel within the assigned territory as appropriate
Qualifications:
- Proven history of successfully achieving new business sales quotas
- Demonstrate resourcefulness when faced with challenges that defy easy solution
- Experience introducing new product solutions and services into enterprise environments
- 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 prospect 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 #REMOTE
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