Responsibilities:

• Designs and executes a territory 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
• Develops sales activities within territory ---strategically targeting net new customers and existing commercial customers (upsell and cross sell)
• Develops opportunities through the sales cycle -- driving conversations, pitching solutions from our portfolio, setting clear next steps, building proposals, coordinating pre-sale resources appropriately all in an effort to effectively win business.
• Cooperative work with sales team members to advance opportunities to closure, including Systems Engineers, Deal Desk, Legal etc.
• Works Cross-Functionally -- coordinating efforts with Sales Engineering, Customer Success Representatives, Alliance Managers, Channel Partner Managers, Marketing, et al.
• Closes business in conjunction with Veeam partners (in tier-two model)
• Engages with Partners, VARs, Distributors and Veeam Strategic Alliance partners to drive mutually beneficial revenue opportunities.
• Proposes, coordinates, and participates with Marketing on events in assigned territory.
• Accurately forecasting to leadership
• Updates account/opportunity details in Veeam’s CRM (Salesforce) – proficiency is required.
• Ability to travel up to 75% of the time within the assigned territory/region requirements

Qualifications:

• Bachelor's Degree and/or equivalent years of experience
• Must reside in Chicago, IL
• At least five (5) years of selling software through the channel (either in IT Infrastructure or SaaS)
• Must be able to manage accounts and opportunities using a consultative sale approach.
• Ability to work independently with limited direction in a fast-paced environment.
• Knowledge of large distributors and value-added resellers (VAR’s) is highly desired.
• Knowledge of virtualization industry solution selling and value-based selling techniques
• Proficient in Solution Selling and Challenger Sales Methodologies
• Familiar with MEDDPICC qualification framework
• Ability to use ZoomInfo for data intelligence gathering and account tree building.
• Proficiency in Salesforce is required; reporting, using dashboards, etc
• Proficient in Microsoft Office (Word, Excel, PowerPoint, etc.)
• CPAM or PMP certification a plus

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