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Inside Account Executive, Germany
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Employer: | Veeam Software |
Domain: |
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Job type: | full-time |
Job level: | 1 - 5 years of experience |
Location: |
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Updated at: | 12.01.2023 |
Remote work: | On-site |
The Inside Account Executive is responsible for a coordinated sales effort with Veeam's Enterprise Account Executive (EAE) for the given territory in Germany in obtaining the quarterly and annual goals. The role will focus on account profiling, prospecting for solution opportunities within existing and new accounts and managing leads to qualify sales opportunities into Veeam's largest Named Accounts. Among discovered opportunities, the IAE is responsible for the development and closure, working with revenue targets, contributing to quota achievement.
Responsibilities
Qualification of incoming leads from a given set of accounts (agreed with the Enterprise Account Executive)
Build and maintain a constant/future revenue pipeline
Develop and execute calling strategy to target prospects
Utilizing Social Networks, partner endorsements and other techniques for access to key contact persons within accounts
Establishing the initial relationship, clarifying the roles of contacts and creation of organizational charts as well as influence maps
Maintain good relationship with potential and end user network, since it is not a ??touch and go?? approach but rather a long sales cycle until one incubation account can be converted to active
Collecting information about the organizational structure, key geographies and subsidiaries as well as identifying the potential needs of the customer
Mapping out the key vendor relationships for both competitive, partner and complimentary technologies
Setting up meetings for Enterprise Account Executive
Identifying the key business and IT initiatives and provide the consultative selling experience
Updating and maintaining prospect and customer accounts in Veeam CRM system (SalesForce.Com)
Maintaining and promoting a successful and positive work environment
Self-education on sales and technical related matters
Developing a solid working knowledge of virtualization-related subjects and Veeam Software products and keep track of new product releases (Veeam and competition) as well as marketing updates
Maintaining and promoting a successful and positive work environment
The obligation to fulfill professional goals and targets based on the performance indicators at the individual, department, company
The obligation to report and register on time, complete and correct data required on applications and tools / applications specific internal systems
Drive revenue using all resources available, not only by converting leads but using the partners, distributors, alliances network to uncover projects and bring them to successful closure
Accountability for the owned projects, developing, updating them and forecasting to TL
Bring sales discovery initiatives, collaborate with Marketing, Renewals and any other party needed
Organize and participate to account mapping meetings where strategies to penetrate the accounts will be agreed upon
Qualify and process incoming Deal Registrations
Any other service tasks and responsibilities assigned by the department manager
Requirements
Bachelor's Degree required (a combination of education and experience will be considered)
Advanced German and English language skills
Previous experience - over 3 years of Business-to-business (B2B) sales experience of high-tech products/services preferably in a large multinational company
Knowledge of virtualization technology and cloud environment
Significant track record of accomplishment selling to enterprise businesses
Proven relationships in top tier enterprise accounts and the ability to open new
Strong knowledge of consultative sales that gets results
Experience in selling complex systems products
Be available to travel across Germany
Be a self-starter with the ability to learn quickly
Be comfortable working in a fast-paced environment where roles and responsibilities change quickly
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