Sales Development Representative, Strategic Accounts, Benelux

Veeam, the #1 global market leader in data resilience, believes businesses should control all their data whenever and wherever they need it. Veeam provides data resilience through data backup, data recovery, data portability, data security, and data intelligence. Based in Seattle, Veeam protects over 550,000 customers worldwide who trust Veeam to keep their businesses running. Join us as we move forward together, growing, learning, and making a real impact for some of the world's biggest brands. The future of data resilience is here - go fearlessly forward with us.

SDR for Strategic Accounts works alongside Veeam Account Executives to expand Veeam reach in existing Strategic accounts as well as net new prospects.

SDRs qualify marketing-generated demand, which is demonstrated by engagement with marketing campaigns, specific actions, and meeting the scoring threshold. These initial marketing interactions are used as starting points to identify and engage other members of the buying group in an outbound effort to further validate buying signals and qualify the potential opportunity.

The SDR is also responsible for identifying, validating, creating, and qualifying new account opportunities in assigned accounts, territories, for the field sellers to pursue.

SDRs use a spectrum of tactics, including phone outreach with voicemail, email, social outreach and chat, to connect with prospects and foster meaningful interactions.

Your Tasks Will Include
Aligns with the manager and conducts under appropriate supervision the following responsibilities:

• Generate new demand (e.g., opportunities with buying group members attached) for the sales organization to pursue.
• Qualify marketing-generated demand against established criteria before passing a qualified opportunity to the account executives.
• Discover, validate, and reach out to additional personas or members of a buying group that may be involved in the buying decision and share this with sales.
• Nurture predetermined groups of prospects for account executives by using multiple touch tactics or cadences to foster meaningful interactions and determine the level of interest for potential opportunities.
• Comply with all demand management-related service-level agreements.
• Track and manage account info, prospecting, qualification, and nurture activities, in the company's CRM (Salesforce).
• Allocate cadence workflows to all key players in opportunities and using Salesforce queue to manage daily outreach which includes outbound calls, voicemails, social outreach and emails.
• Build and drive tight collaboration with aligned sales teams.
• Reach and have meaningful, productive conversations with individuals representing the buyer personas targeted by the organization.
• Coordinates sales activities within the expanded Veeam Team.
• Develops and maintains a solid working knowledge of Veeam Software and related products and the benefits they provide to potential prospects.
• Meet identified monthly KPIs (example: # signals converted to sales qualified opportunity, #prospecting opportunities created, number of meetings set up for sellers).
• Participate in call out days and events.
• Participate in ongoing enablement around product releases, marketing updates, sales methodology and customer buying behaviors.

Skills

• Positioning: Astute at adjusting messaging to the audience
• Navigation: Intelligently outlines organizational structures
• Business Acumen: Ties technical problems/needs to business outcomes
• Maintaining a List of Reasons: Keeping a list of reasons for why a customer should talk to us now, such as new compliance requirements, news or press releases about the customer, market trends, and win stories from similar customers
• Relationship Building: Developing individual relationships with the AEs they support and understanding the territory, companies, and cultures
• Outreach Skills: Multiple forms of outreach to reach higher titles, including LinkedIn, phone, email, and personal notes.
• Message Crafting: Crafting appropriate messages in email and LinkedIn that get VP-level engagement.
• Value Understanding: Understanding the value of what is being sold, such as Vault, Security, and VDC.

Success Metrics

• Cadences set and completed which will result in high activity levels (e.g., talk time, dial and connect volumes, emails sent, chat)
• Percentage of opportunities with validated buying group members attached and converted to forecastable sales pipeline.
• Pipeline generation as in # of opportunities
• Customer outreach - # of meetings set up for sellers.
• Process adherence metrics (e.g., SLAs, cadence execution)
• Pipeline Quality - % of pipeline that close/wins
• Prospecting including net new customers and existing customer expansion

Dimensions:
Individual Contributor

Competencies: Competency Library Reference: Sales Professional

• Driving for Results
• Targeting Sales Opportunities
• Creating Demand Through Insight
• Account Planning
• Qualifying Sales
• Advancing Sales Discussions
• Adaptability
• Energy
• Stress Tolerance
• Building Trusting Relationships
• Active Learning
• Communication
• Positive Approach
• Sales Persuasion

What We Expect From You

• Bachelor's Degree required (a combination of education and experience will be considered)
• English Advanced
• Previous sales experience, ideally of high-tech products/services, is a plus
• Outbound calling and/or Revenue Development Representative experience is a plus
• Technical education and technology understanding of storage backup, cloud backup and the key manufacturers in the industry that Veeam works with is preferred
• Ability to multi-task, prioritize, and manage time effectively.
• Ability to adapt to changes in roles and responsibilities.

Knowledge

• Social medias and social selling best practices
• Collaboration across internal teams to ensure actionable results.
• Ability to work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter.
• Knowledge of basic business research tools (LinkedIn, Google, Salesforce or similar CRM, Hoovers)
• Excellent correspondence skills (Outlook, Instant Messaging, and over the phone)
• Exceptional verbal and written communication skills

We Offer

• Private medical insurance for you, one adult dependent, and your children
• Meal tickets
• Private pension plan
• Life insurance
• Vision reimbursement
• Annual leave and additional vacation days based on tenure
• Cafeteria Benefit Plan where you will be able to flexibly customize your benefits package based on your budget and personal needs
• Veeam Care Days – additional 24 hours for your volunteering activities
• Professional training and education, including courses and workshops, internal meetups, and unlimited access to our online learning platforms (Percipio, Athena, O'Reilly) and mentoring through our MentorLab program

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.

By submitting your application, you acknowledge that the information provided in your job application and any supporting documents is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification of information may result in disqualification from consideration for employment or, if discovered after employment begins, termination of employment.