Regional Sales Director, Veeam
EMEA, Kasten
Data backup & recovery platform
Be an early applicant
Data backup & recovery platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To empower every organization to not just bounce back from a data outage or loss but bounce forward.
Role
Who you are
- 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
What the job involves
- This role reports to the EMEA Director of the Veeam Kasten business and will work closely with the Enterprise Account Executives in their territory to deliver world-class sales experiences for customers
- By collaborating with the Veeam Account Executive and the Veeam Kasten specialist, Veeam will provide the best and most value-added sales experience, helping customers define optimal data protection and resiliency strategies
- This role will also be deeply integrated within the Kubernetes ecosystem, leveraging the Kasten Kubernetes Backup, Recovery, and Data Mobility product to drive co-selling efforts
- 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
- 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.”
Our take
The increasing reliance of businesses on data and the growing volume of data generated make organizations more vulnerable to cyberattacks. Veeam is a leading provider of backup, recovery, and data management solutions, focusing on simplifying backups for virtual machines, achieving any recovery objective, maximizing investments, and reducing management overhead.
Recently, Veeam has introduced over 30 product updates, including cloud-native solutions to protect data across AWS, Azure, and Google Cloud. The company currently safeguards data for over 400,000 customers worldwide, including over 80% of the Fortune 500 and 70% of the Global 2,000, with clients like Fujitsu, Siemens, and VW.
The acquisition by Insight Partners in 2020 enables Veeam to expand into new markets, fueling its continued growth. Veeam is poised to remain a leader by driving industry innovation and staying ahead of increasingly sophisticated cyberattacks.
Freddie
Company Specialist
Insights
Company
Funding (1 round)
Jan 2019
$500m
GROWTH EQUITY VC
Total funding: $500m
Company values
- Everyone Sells
- Innovate & Iterate
- Keep It Simple
- Conversations From the Heart
- Veeam Speed
- Veeam Team
- Compete to Win
Company HQ
Lakeview, Kirkland, WA
Articles
Leadership
Anand Eswaran
(CEO, not founder)Former President and Chief Operating Officer at RingCentral, Founding Advisory Board Member of the Technology Services Industry Association (TSIA), and former Corporate Vice President (various departments) at Microsoft. Previous Vice President of Global Services at SAP (Executive), Hewlett-Packard, and Vignette Corp.
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