Come join Veeam - the world leader in data protection, backup and recovery! Veeam is the #1 player in the market per IDC, has 450K customers, a 35K partner ecosystem and 81% of the Fortune 500 use Veeam. We are also the #1 player in the Microsoft 365 data protection business with 18M seats protected. We seek an experienced sales specialist for our M365 data protection business and Veeam’s new SaaS solution.

This role reports to the America’s lead of the VB365/Cirrus business and will partner closely with the Enterprise Account Executives in his/her territory to drive world-class sales experiences for customers. By partnering the Veeam AE and the VB365/Cirrus specialist, Veeam will deliver the best and most value-add sales experience for customers, helping them define the best data protection and resiliency plan possible. This role will also be deeply connected with Microsoft to leverage the Veeam Microsoft partnership to drive co-sell.

This role is accountable to meet sales and growth goals for the M365 data protection business in his/her territory. The role is expected to be an expert in Veeam’s VB365/Cirrus by Veeam products and augment Field pursuit teams to increase win rates, deal size and accelerate sales cycles. This role will carry a quota focused on VB365/Cirrus and be expected to drive sales cycles for opportunities above $100k ARR. This role will also be teamed with a solution engineer focused on the VB365/Cirrus business. The sales specialist will focus on winning the customer decision and proving value, and the specialist solution engineer will focus on winning the technical decision.

This role will be responsible for building and maintaining a plan to exceed plan, delivering a weekly deal-based forecasts, being an expert in compete plays in the M365 data protection space against Veeam’s top competitors and building great value-add and ROI scenarios for customers to win the customer decision. Deal commercial management will depend on if it is a multi-product opportunity where the Veeam AE will own the end-to-end business.

Responsibilities

• Ensure sales fundamentals are met across the VB365Cirrus business (e.g., pipe coverage, deal updates, etc.)
• Collaborate on a daily business with his/her territory’s AEs to ensure great account-level partnering
• Prepare and lead customer meetings on VB365/Cirrus to advance sales opportunities
• Develop and execute the VB365/Cirrus close plan to exceed historical close rates
• Coordinate the VB365 / Cirrus solution engineer engagement with the
• Own the co-sell process with Microsoft in his/her territory and hit regional co-sell goals
• Provide weekly product-specific forecast updates for his/her territory
• Ensure top deals are on-track with the right Field Specialist pursuit team engaged
• Identify repeatable sales tactics that increase win rates and help build a “win formula”

Requirements

• At least 10 years in software sales, and proven capability to engage at the customer exec level, and at least 15 years of total work experience
• Proven track record of hitting / exceeding sales goals
• Proven capability in Enterprise software sales, and ideally in the data protection, data management or M365
• Proven capability of working in a Specialist Field sales model
• Proven capability of working in a partner-driven GTM
• Ability to work cross-functionally with Sales, Renewals and Field Marketing
• Strong team player / coach mentality – expect to be personally engaged in opportunities
• Excellent written and presentation skills for both external and internal audiences
• Be able to travel up to 50% of time

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