Regional Sales Director | Veeam Software | Remote (North America)

Regional Sales Director | Veeam Software | Remote (North America)

Application ends: July 29, 2024
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Job Description

Job Description

This role reports to the America’s lead of the Veeam Kasten 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 Veeam Kasten 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 the Kubernetes ecosystem to leverage the Kasten Kubernetes Backup, Recover and Data Mobility product to drive co-sell.

This sales specialist is accountable to meet sales and growth goals for the Kasten data protection business in his/her territory. The specialist is expected to be an expert in Veeam Kasten products and augment Field pursuit teams to increase win rates, deal size and accelerate sales cycles. This role will carry a quota focused on Kasten 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 Veeam Kasten 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 Kubernetes 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.

Key Responsibilities

  • Sales Goals: Meet and exceed sales and growth targets for the Kasten data protection business in your territory.
  • Kubernetes Understanding: Utilize your keen understanding of Kubernetes and Veeam Kasten products to support and drive field pursuit teams, increasing win rates, deal sizes, and accelerating sales cycles.
  • Collaboration: Work daily with AEs and sales leaders in your territory to ensure exceptional account-level partnering.
  • Customer Engagement: Prepare and lead customer meetings to advance sales opportunities and build strong, lasting relationships.
  • Strategy Execution: Develop and execute the Veeam Kasten close plan to exceed historical close rates and deliver weekly product-specific forecast updates.
  • Technical Coordination: Team with a solution engineer to ensure top deals are on track and to drive both customer and technical decision wins.
  • Sales Tactics: Identify and implement repeatable sales tactics that increase win rates and help build a successful “win formula.”

Qualifications

  • Experience: At least 10+ years in software sales, with proven capability to engage at the customer executive level, and at least 15+ years of total work experience.
  • Technical Knowledge: Strong understanding of the Opensource community, Kubernetes, and Containers.
  • Proven Success: Demonstrated track record of hitting/exceeding sales goals in Opensource software sales, ideally in data protection, data management, or Kubernetes.
  • Sales Model Proficiency: Experience working in a Specialist + Field sales model and a partner-driven GTM approach.
  • Team Player: Strong team player with a coaching mentality, ready to be personally engaged in opportunities.
  • Communication Skills: Excellent written and presentation skills for both external and internal audiences.
  • Travel: Ability to travel up to 50% of the time.

Join us at Veeam and be part of a team that is not only leading the industry in data protection and ransomware recovery but also fostering a culture of fun, hard work, and continuous learning. Together, we’ll drive forward with innovation and resilience!