Territory Manager

5 days ago

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Veeam Software

WebsiteLinkedInAll Job Openings

Data Protection • Virtual Environment Management • Data Management • Backup • Backup and Recovery

5001 - 10000

💰 Private Equity Round on 2019-01

Description

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

Requirements

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

Benefits

Veeam Software is an equal opportunity employer•All your information will be kept confidential•