Territory Manager

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.

*About The Role*
The Territory Manager will be responsible for developing/closing business indirectly with a number of customers in their assigned market territory through working with the partner sales community. The primary focus is aimed at closing sales opportunities and is achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions.

*What You'll Do*

• Develop and close business with accounts
• Leverage partners to close sales with their end customers
• Cold calls to develop sales activities with a large number of new mid-market and high-segment end users
• Up-sell and cross-sell to the existing customer base
• Forecasts and account/opportunity details in SalesForce
• Propose, coordinate and participate to marketing activities in the defined territory

*What You'll Bring:*

• Fluent in English
• Direct, new business sales experience
• Experience with vendors associated with Virtualization technology is a plus
• Have experience of selling through channel and direct
• Track record of accomplishment selling to the IT infrastructure specialists
• Proven ability to develop new sales
• Be a self-starter with the ability to learn quickly
• Be a high-energy salesperson
• Be comfortable working in a fast-paced environment where roles and responsibilities change quickly
• 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.

Job Level: M3

About The Role
The Manager, Renewals and Customer Success is responsible for building, managing and leading a team of Renewals Sales Representatives and/or Associate Managers within a regional business segment by overseeing all activities related to retention of customers on maintenance contracts, upsell opportunities and consistently meeting or exceeding renewal quotas. In addition, this leader serves as a technology-focused sales professional who provides strategic business direction and technical vision across the region, and driving Veeam revenue through expert account planning, resource planning and allocation. Success in the role requires an organized, team player, with the ability to manage multiple renewals sales campaigns simultaneously with a focus on ensuring that the value of Veeam solutions are understood by customers and partners.

What You'll Do

• Leads a team of 4-10 Renewals Sales Representatives and/or Associate Managers driving overachievement and goals with coaching, performance management, engagement, and career development
• Coaches team members to improve their results
• Nurtures a positive team environment, in alignment with Veeam's Core Values
• Manages team performance against quotas and sales forecasts, executes operating plans, and ensures sales objectives are met
• Drives revenue and contributes to the continued growth of Veeam through consistently achieving individual and team quotas
• Monitors daily activity of Renewals Sales Representatives, including sales activities and use of Veeam's customer relationship management system )
• Drives metrics regarding performance of renewal rates, prepaid maintenance, and upsell/cross-sell activities
• Collaborates with field sales employees on territory division of labor and sales execution
• Grows maintenance revenue through improving renewal practices
• Proactively monitors pipeline of expiring contracts to forecast renewal closure
• Handles customer and partner escalations
• Drives positive change in the department, looks to maximize the entire departments performance through analysis and process improvements
• Leads by example and mentors Managers and/or Associate Managers through sharing best practices from personal experience in a management role
• Has the responsibility to promote and maintain a positive organizational climate, based on trust, collaboration, mutual support, professionalism, and excellence orientation
• Building the Sales Team
• Creating a Culture of Trust
• Coaching the Sales Team, and/or Associate Managers that report to them
• Building the Sales Team
• Creating a Culture of Trust
• Coaching the Sales Team, and/or Associate Managers that report to them
• Aligning and Executing Sales Strategy
• Delegation & Empowerment
• Motivating the Sales Team
• Guiding the Sales Transformation
• Building Customer Relationships
• Creating a Service Reputation

Technologies You'll Work With

• Salesforce
• Zoom revenue accelerator
• Microsoft 365

What You'll Bring

• Bachelor's Degree required
• English Advanced
• German Advanced
• Is required minimum of two (2) years of sales management or supervisory experience preferred;
• Demonstrated experience in building, training, managing, developing, and getting results from an inside sales team
• Skilled motivator with demonstrated ability to coach and develop sales staff to exceed targeted sales objectives and deliver high quality service to customers
• Ability to work in a semi-autonomous and fast-paced environment; must be a high-energy, motivated self-starter
• Proven track record of driving high volume, transactional sales along with more complex enterprise sales
• Ability to work well with all levels of people and teams in a matrix-organization structure, including to work with variety of leaders from different lines of business
• Ability to adapt to changes in roles and responsibilities
• Demonstrated negotiation skill
• Demonstrated work ethic and teamwork

What You'll Get

• 21 annual vacation days, additional days based on tenure, plus 3 global VeeaMe Days for self-care
• Private health, dental, and vision insurance for employees and dependents
• Mental health support with up to 12 free therapy sessions
• Private hospital coverage for planned and emergency care
• Monthly lifestyle and daily meal benefits: 40 RON/day via Edenred and 600 RON/month through a flexible cafeteria platform
• Life, critical illness, and disability insurance
• One paid volunteer day annually through Veeam Cares
• Professional training and education, including courses and workshops, internal meetups, and unlimited access to our online learning platforms (LinkedIn Learning, Athena, O'Reilly) and mentoring through our MentorLab program

Please note:
If an applicant is permanently located outside of Romania, Veeam reserves the right to decline the application for this position.

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.

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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.