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Veeam, the Data and AI Trust Company, is seeking an Enterprise Account Executive to develop, accelerate, upsell, and close business with state government NSW, utilities, and university accounts in an assigned market territory. This is a hunter-focused sales role targeting large and medium tenders with multiple partners and alliance vendors.
Key Responsibilities:
- Work on large and medium tenders to tight timescales, coordinating with partners and alliance vendors
- Influence tender criteria favorable to Veeam before release
- Coordinate meetings with technical decision-makers and ensure Systems Engineers are briefed on desired outcomes
- Develop success criteria for technical proof-of-concept engagements and use these to influence executive decision-makers
- Develop and close business in conjunction with Veeam partners and alliances within mid-market and enterprise accounts
- Meet or exceed individual and team revenue targets
- Develop sales activities with new state government, utilities, and university accounts; upsell and cross-sell to existing customers
- Build sales pipeline through proactive calling and prospecting
- Execute territory plan to maximize revenue
- Enter forecasting and account/opportunity details in Salesforce with weekly updates
- Work with regional and specialist sales teams, including Systems Engineers, to advance opportunities
- Propose, coordinate, and participate in marketing activities within the territory
- Available to travel up to 50% within assigned territory
Requirements:
- Bachelor's degree required (combination of education and experience considered)
- 5+ years of mid-market to enterprise software sales experience
- Direct and channel sales experience required with experience managing resellers at tactical, transaction-based level
- Experience with vendors associated with Cloud, SaaS, Virtualization, storage/infrastructure, or disruptive technology strongly desired
- Alternatively, working within a reseller organization is desirable
- Deep understanding of state government policies and procedures and how they influence engagement
- Extensive contacts in state government agencies
- Proven ability to develop new sales with strong cold-calling and prospecting skills
- Exceptional territory planning abilities aligned with identifying and closing new business
- Ability to work with and sell through the channel
- Knowledge of solution selling and value-based selling techniques
- Must be available to travel within region and periodically overseas
- Self-starter with ability to learn quickly
- High-energy sales person comfortable in fast-paced environment
- Strong hunter mentality with associated activity levels
