What are the responsibilities and job description for the Federal Territory Manager - FSI (Remote: Washington, DC Metro area) position at Veeam Software?
Veeam, the #1 global market leader in data resilience, believes businesses should control all their data whenever and wherever they need it. Veeam provides data resilience through data backup, data recovery, data portability, data security, and data intelligence. Based in Seattle, Veeam protects over 550,000 customers worldwide who trust Veeam to keep their businesses running. Join us as we move forward together, growing, learning, and making a real impact for some of the world's biggest brands. The future of data resilience is here - go fearlessly forward with us.
Veeam is looking for a Federal Territory Manager – FSI (sell to). In this role you are responsible for selling Veeam's Products and Solutions to a comprehensive, "protected list" of named Federal System Integrators (existing customers and prospects". As an experienced Account Executive, you know how to sell innovation and change through customer vision expansion and can drive deals forward to compress decision cycles. You love understanding why our products make us the undisputed leader in our market and are passionate about communicating its value to FSIs.
Essential to success in this role is a keen ability to develop new accounts and to penetrate new divisions and organizations within your assigned accounts.
Responsibilities:
- Use relationship management techniques to develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner accounts; develop new selling relationships within assigned partner accounts; develop new direct selling opportunities.
- Schedule and attend sales call appointments with a prospect in a partner organization.
- Utilizing a consultative approach, discuss business issues with prospects and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
- Respond to RFP's and follow up with prospects.
- Develop an account plan to sell to customers based on their business needs.
- Build and strengthen the business relationship with current accounts and new prospects.
- Recommend marketing strategies.
- Provide, or facilitate training opportunities for your accounts.
- Identify Veeam customer references that can be utilized when reference selling.
Requirements:
- Strong verbal and written communications skills including presentation skills.
- Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
- Experience with target account selling, solution selling, and/or consultative sales techniques.
- An aptitude for understanding how technology products and solutions solve business problems as well as the competitive landscape.
- Ability to communicate with senior managers about their business challenges and Nutanix data management storage solutions.
- Experience using SFDC and other CRM software.
- Track record of exceeding assigned sales quotas in contiguous, multiple years
Qualifications and Experience:
- 3 to 10 years of Federal and/or FSI sales experience preferred
- Experience with FED sales cycle and contracts
- Experience that demonstrates a strong level of expertise in technical specifications required to sell Veeam products and services is required
- Bachelor's Degree or equivalent experience
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