Enterprise Account Management - NSW State Government

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 Job This position is responsible for developing, accelerating, up-selling and closing business with state government NSW, Utilities and University accounts in an assigned market territory. Calls on both end users, partners and alliance vendors with focus on those who have potential to contribute significant revenue to Veeam. What You’ll Do Works on large and medium tenders to tight timescales with multiple partners and alliance vendors. Influences a tender with criteria favorable to Veeam before the tender is released. Coordinate meetings at the technical decision-making area and ensure the SE community is briefed on desired outcomes. Develop success criteria for technical proof of concept engagements. Use this as leverage to influence the Executive Decision maker community in the assigned territory. Works with end-users in the assigned territory, focusing on the bigger deals. Heavily relies on joint account planning with Partners’ sales reps to grow the pipeline and close deals Develop and close business, in conjunction with Veeam partners and alliances, within mid-market and enterprise accounts Meets or exceeds individual and team revenue targets Leveraging business generated by Partners with End Users/Customers Develop sales activities with new state government, utilities and university account customers; up-sell and cross-sell to the existing customer base Develops sales pipeline by proactive calling to convert sales conversations with identified prospects Effectively executes a territory plan to maximise revenue Enter forecasting and account/opportunity details in Veeam’s CRM (SalesForce); provides weekly updates, including but not limited to dollar amounts, socket counts, status, decision makers and next steps in closing opportunities Works with regional and specialist sales teams to advance opportunities to closure, including Systems Engineers, to technically qualify and deliver product demonstrations Propose, coordinate and participate in marketing activities within the territory Must be available to travel up to 50% within the assigned territory Performs other duties as assigned What You’ll Bring Bachelor’s Degree required (a combination of education and experience will be considered). Experience with vendors associated with Cloud, SaaS, Virtualisation, storage/ infrastructure and/or disruptive technology is strongly desired. Alternatively, working within a reseller organisation is also desirable 5+ years of mid-market to enterprise software sales; direct and channel sales experience required with experience managing resellers at a tactical, transaction-based level. Has a deep understanding of state government and how policies and procedures influence engagement. Has extensive contacts in state government agencies. Proven ability to develop new sales with strong cold-calling and prospecting skills. Exceptional territory planning abilities required, aligned with identifying and closing new business Ability to work with and sell through the channel Must have knowledge of solution selling and value-based selling techniques. Must be available to travel within the region and periodically overseas. Be a self-starter with the ability to learn quickly. Be a high-energy sales person who is comfortable working in a fast-paced environment where roles and responsibilities change quickly. Strong Hunter mentality and associated activity levels are a must What You’ll Get 20 annual vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares Private medical insurance and income protection during illness or injury Annual wellbeing allowance and flu vaccination vouchers Discounted HCF corporate health insurance Free, confidential counselling and coaching via EAP Superannuation contributions via salary sacrifice Car allowance for eligible field sales roles Salary sacrifice options for portable electronic devices (phones, laptops, tablets) Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events like our annual Global Day of Learning #LI-SM2 Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential. Personal data collected during the recruitment process will be processed in accordance with our Recruiting Privacy Notice, which explains how your information is collected, used, and handled in connection with hiring activities. By applying for this position, you consent to this processing. By submitting your application, you confirm that the information provided, including any supporting documents, is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification may result in disqualification from consideration or, if discovered after employment begins, termination of employment.