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

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 t ... (truncated, view full listing at source)