Federal Account Manager - DMV area

Veeam, the #1 global market leader in data protection and ransomware recovery, is on a mission to empower every organization to achieve radical resilience through data security, data recovery, and data freedom for their hybrid cloud.

Headquartered in Columbus, Ohio, with offices in more than 30 countries, Veeam protects over 450,000 customers worldwide, who trust Veeam to keep their businesses running.

As the Federal Account Manager, you will be responsible for driving net new business opportunities within the Federal Civilian agencies, while also growing and maintaining existing client relationships.

To be successful, you will need to demonstrate the ability to be knowledgeable about both Veeam offerings and the defense and security market at large. It will be your responsibility to bridge external requirements with internal resources to create a successful and meaningful relationship for you and your clients.

Responsibilities

1. The Federal Account Manager is responsible for the end-to-end management of sales opportunities to include bid and win strategies, pricing, teaming, and proposal strategies.
2. Works with the Systems Engineers and Solutions Architects to assist in the design of the technical solutions, as well as to identify customer-wide IT and mission parameters and constraints that impact a potential solution. Be a “thought leader” for the group.
3. Drive relationships with Veeam counterparts (inside sales, commercial field sales, marketing, engineering) as well as external Channel and Alliance partnerships to identify opportunities, develop strategy and execute successful programs across the Federal Civilian community.
4. Interact and lead discussions with Federal Executives, Federal Systems Integrators, partners and other internal/external stakeholders to establish and execute project/customer requirements, address current program issues, and develop long-term strategies.
5. Propose, coordinate and participate in marketing activities to enterprise named accounts.
6. Effectively execute territory plan, account plans and opportunity plans to maximize revenue.
7. Must be available to travel as needed within the assigned territory.
8. Perform other duties as assigned.
9. Report in writing and orally to customer management, contract program manager, Veeam Senior management, and Government representatives.

Qualifications

1. Bachelor’s Degree required. A combination of education and experience will be considered.
2. Proven track record of accomplished selling in the Federal Civilian Market. Must have an in-depth understanding of technology trends and issues and their impact in this space.
3. Proven ability to develop new sales with prospecting, relationship building and execution skills.
4. Proven track record of being a clear communicator and being comfortable in front of large groups as well as executive/C-Level customers.
5. Experience selling and working with key virtualization and cloud partners.
6. Minimum of five (5) or more years of enterprise sales experience; direct and channel sales experience required.
7. Experience in selling and value-based selling techniques.
8. Be a nimble, risk-adverse salesperson who is comfortable working in a fast-paced environment where roles and responsibilities change quickly.
9. Excellent verbal and written communication skills.
10. Ability to work independently with limited direction in a fast-paced environment.
11. Ability to adapt to changes in roles and responsibilities.
12. VMware VSP, VRSP certification a strong plus.
13. Storage/data protection / data center technology product sales is a strong plus.
14. Knowledge of and success in preparing RFPs and related documents/proposals for the Federal procurement space.
15. Works autonomously from a home office, with extensive communications via Skype, Outlook and Webex settings.
16. Passion for the industry and ability to work in a high growth, nimble organization and team.
17. Expected to be able to travel as needed to exceed revenue targets and customer satisfaction metrics.

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.

Please note that any personal data collected from you during the recruitment process will be processed in accordance with our Recruiting Privacy Notice. The Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to us, will be processed by us in connection with our recruitment processes. By applying for this position, you consent to the processing of your personal data in accordance with our Recruiting Privacy Notice.