Inside Account Executive, Germany

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