Veeam Software

• Build effective working relationships with Sales, Deal Desk, Revenue Operations and other business stakeholders to support customer and channel transactions. • Review, draft and negotiate a range of commercial agreements, including SaaS, BaaS, software, professional services, channel agreements and NDAs, escalating complex or high-risk issues where appropriate. • Provide pragmatic, commercially focused legal advice to Sales and business stakeholders, supporting negotiations while ensuring material legal, regulatory, privacy and commercial risks are appropriately identified, assessed and managed, and advising on compliance, data protection and internal approval requirements. • Support the development of practical solutions to contractual and commercial issues, balancing business objectives with appropriate risk mitigation and escalation where required. • Identify potential contractual, legal or operational issues during negotiations and work proactively with internal stakeholders to resolve them efficiently and reduce the risk of disputes or delays. • Assist with the development and continuous improvement of contract templates, negotiation playbooks and legal processes. • Support the creation and delivery of training and awareness materials to help business stakeholders understand legal risks, contracting principles and company approval processes. • Collaborate effectively with colleagues across the Legal department and contribute to a positive, supportive and high-performing team culture. • Assess and advise on data processing arrangements, customer privacy requirements and related contractual obligations, working closely with specialist privacy colleagues and more senior legal team members to ensure risks are properly understood and managed.

• Consistently achieve and exceed annual enterprise sales targets through disciplined execution and strategic account planning • Establish Veeam as a mission-critical partner, not a point solution, within assigned enterprise accounts • Drive net-new adoption and platform expansion across complex, multi-stakeholder environments • Build and execute account-based strategies that align to customer business priorities, risk posture, and long-term transformation initiatives • Own and lead end-to-end enterprise sales cycles, from executive discovery through close and expansion • Develop and execute multi-year territory and account strategies grounded in data, customer insight, and competitive intelligence • Lead complex negotiations by clearly articulating business value, ROI, and risk reduction, not just product capability • Engage CIOs, CISOs, VPs of IT, and other senior stakeholders in outcome-driven conversations • Identify and align to the economic buyer, technical buyer, and power base within each account • Position Veeam as a strategic partner in cyber resilience, operational continuity, and data protection modernization • Build and maintain accurate, inspection-ready forecasts and pipeline coverage • Create and manage relationship maps and account plans that reflect both current access and aspirational targets • Identify whitespace, expansion paths, and competitive displacement opportunities • Coordinate effectively with Systems Engineering, Channel Partners, Marketing, SDRs, Deal Desk, Legal, and Customer Success • Lead pursuit teams with clarity, urgency, and accountability • Serve as the customer’s advocate inside Veeam while representing Veeam’s standards and strategy externally

• Develop and implement strategies to increase the average deal size through initial needs assessment, identifying opportunities for upselling and cross-selling to maximize revenue. • Build and maintain strong relationships during the customer lifecycle with C-suite contacts. • Conduct face-to-face meetings with clients to understand their needs and present solutions. • Focus on selling VEEAM software solutions and have working knowledge of our Alliance Partner solutions and ecosystem • Travel: Willing to travel 50% of the time for customer and partner meetings. • Develop a deep comprehension of customer's business and competitive landscape • Negotiate favorable pricing and business terms with large commercial enterprises by selling value, TCO, and ROI • Demonstrate resourcefulness when faced with challenges that defy an easy solution • Have intuitive sense of necessary steps to close business and gain customer validation • Maintain exceptional working relationships with channel partners to identify potential new sales opportunities • Provide insight and position Veeam into meaningful customer relationships • Ensure robust forecasting accuracy and consistency of pipeline build • Develop and manage specific key account relationship maps for your territory including existing customers and aspirational targets • Function as Veeam’s advocate within the enterprise organization, while advocating for the customer within Veeam • Possess in-depth Veeam product knowledge • Prepare concise and accurate reports, proposals, and other required documentation for executive-level presentations • Assess market needs, competitive landscape, and follow a defined selling process

• Develop and close business with defined public 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

• Process and complete purchase requisitions; free text requisitions or requisitions without a backing contract are routed to the Buyer for further action (e.g., missing price or supplier) above defined thresholds • Manage requisitions, orders, RFQs, suppliers, catalogues, and contracts; initiate order payments and update POs with design changes or revisions as needed • Start sourcing events; edit and manage RFQs and quotes; send purchase orders to suppliers • Support travel-related procurement requests including hotel bookings, venue rental, and miscellaneous travel arrangements • Execute contract and PO lifecycle management activities including reporting on expiring or aged POs and contracts, and performing contract/PO administration, clean-up, and close-out • Create reports and perform routine and as-needed compliance monitoring on contracts to track pricing, delivery, and KPIs as outlined in agreements • Coordinate with suppliers and business partners to resolve routine issues such as past-due POs, invoice discrepancies, freight charge variances, and price/invoice resolution • Support the supplier registration process and maintain accurate supplier data in the procurement system • Support the solicitation of quotes and evaluation of bids for items above the bid threshold not under contract • Act as a business partner to stakeholders across Veeam on the Coupa platform, ensuring the best user experience and balanced commercial delivery • Build expertise in assigned sub-categories and geographies • Monitor compliance with business unit and corporate policies and procedures • Fulfill professional goals and targets based on performance indicators at the individual, department, and company level • Report and register complete and accurate data in required applications and internal tools in a timely manner • Any other tasks and responsibilities assigned by the department manager

• Provide input to the writing of proposals and Statements of Work • Support delivery implementation and consulting services to meet Veeam Software solution design and deliverables • Provide overall project guidance (Project plans, Schedules, Communication Plans, Resource plans, Status updates, etc.) • Assist with assessment and design of solutions as well as post-installation issues • Assist with Veeam Software solution implementation effort estimation • Create white papers, solutions guides, best practices, custom documentation, etc. • Deliver onsite knowledge transfer on Veeam Software solutions • Document configuration and completed activities • Analyse installed environments and guide optimal Veeam Software configurations • Facilitate communication between client and Veeam support • Identify additional needs within the client’s environment that can be resolved with Veeam Software solutions • Provide input for improvement of process and documentation • Overnight business stays to meet company goals and objectives

• Lead the design, development, and ongoing stewardship of advanced Salesforce data solutions, ensuring scalability, reliability, security, performance, and integrity. • Plan for complex initiatives spanning Salesforce and connected enterprise systems, translating business needs into resilient architectures, data flows, and implementation plans that balance delivery speed with long-term maintainability. • Serve as a senior technical contributor for the Salesforce platform, solving ambiguous or high-impact data problems and making sound tradeoff decisions across data modeling, automation, integration, transformation, governance, and operational support. • Lead delivery and support integrations between Salesforce and external systems, including third-party applications and enterprise data platforms, with attention to performance, failure handling, reconciliation, observability, and supportability. • Build and maintain synchronous and asynchronous data migration, transformation, enrichment, and validation processes that support business-critical Salesforce capabilities. • Drive platform modernization by identifying technical debt, recommending architectural improvements, strengthening data quality controls, and proposing Salesforce platform enhancements where they create clear value. • Partner closely with product, business stakeholders, engineers, analysts, QA, data warehouse and data quality teams to shape solution direction, proactively surface risks and dependencies, and ensure successful delivery of complex data initiatives. • Create and maintain technical documentation that explains data models, system relationships, data flows, dependencies, operational considerations, and support procedures. • Mentor other engineers and administrators through technical guidance, design reviews, code and automation reviews, and knowledge sharing, helping raise engineering quality and consistency across the team.

• Lead, coach, and develop a team of Talent Acquisition Coordinators, fostering a culture of accountability, continuous improvement, and exceptional service • Ensure candidates, recruiters, hiring managers, and interviewers have a seamless and consistent experience throughout the hiring process • Oversee interview scheduling, background check operations, and other coordination activities while ensuring high-quality execution and service levels • Partner with Talent Acquisition Managers and TA Operations to align coordinator support with business priorities and hiring needs • Drive recruiter productivity by improving processes, balancing workloads, and reducing administrative burdens across the recruiting lifecycle • Leverage data, technology, automation, and AI to improve team efficiency, scale impact, and enhance stakeholder experiences • Monitor operational metrics and feedback to identify opportunities for continuous improvement

• Support delivery and consulting services to meet Veeam Software solution design and deliverables • Provide overall project guidance (Project plans, Schedules, Communication Plans, Resource plans, Status updates, etc.) • Assist with assessment and design of solutions as well as post-installation issues • Assist with Veeam Software solution implementation effort estimation • Create white papers, solutions guides, best practices, custom documentation, etc. • Deliver onsite knowledge transfer on Veeam Software solutions • Document configuration and completed activities • Analyze installed environments and guide optimal Veeam Software configurations • Facilitate communication between client and Veeam support • Identify additional needs within the client’s environment that can be resolved with Veeam Software solutions • Provide input for improvement of process and documentation • Overnight business stays to meet company goals and objectives

• Drive alliance partner awareness of Veeam to generate joint pipeline and accelerate sales • Enable business expansion around joint workloads, joint offer, field enablement, marketing, support and demand generation • Accelerate direct sales collaboration, especially on the enterprise segment, and track closure of leads and deals • Partner with EMEA Alliance Marketing and Veeam DACH Marketing to create initiatives driving opportunity generation, product evaluations and sales • Enable joint channel programmes to broaden reach and accelerate the sales cycle, targeting enterprise customers and prospects • Define, manage and execute programmatic alliance interactions that can be replicated across the alliance portfolio • Leverage and localize initiatives developed by Veeam Global and EMEA Alliance teams • Work closely with DACH and EMEA sales, pre-sales, marketing and channel teams to achieve joint goals • Navigate the DACH IT distribution ecosystem (Arrow, TD Synnex, Also, Ingram) and system integrators (Kyndryl, Accenture, Atos, Tata) • Understand DACH procurement cycles, both public sector and private enterprise • Travel frequently (40% - 50%) across DACH and occasionally across EMEA