Veeam Software

• Performing troubleshooting and analysis, including log file investigation • Acting as a technical focal point in relationships to fellow IT Professionals • Taking ownership of the customer problem or issue from the beginning of a support case through resolution, troubleshooting on our end (in Veeam) as well as in 3rd party components from Microsoft and Vmware, checking if the issue is known or unknown if it’s a defect if it’s caused by misconfiguration, correcting it as break/fix scenario and educating the customer by explaining for the process and interaction works • Documenting of all customer interactions accurately and within SLA in our CRM tool

• Lead complex enterprise pre-sales engagements, including discovery, solution design, architecture validation, and technical closure • Translate business objectives into secure, scalable, and resilient technical architectures for enterprise customers • Deliver high-impact technical demonstrations and executive-level presentations focused on business value and cyber risk reduction • Design, manage, and execute proof-of-concepts (POCs) aligned to customer success criteria and operational realities • Collaborate with sales teams, partners, product management, and engineering to influence solution architecture and customer outcomes

• Configure customer accounts; customize backup policies and storage; facilitate onboarding; orient stakeholders; walk through admin portals; introduce support channels. • Identify migration opportunities; analyze usage and environment; conduct success planning and strategy sessions; align business outcomes with product adoption. • Conduct assessments; build protection plans; recommend software products and architectures across the Veeam Data Platform. • Run recovery simulations; apply the Veeam Data Resilience Maturity Model (DRMM) to track and report resilience posture; deliver quarterly resilience reports. • Monitor signals to detect churn risk early; define mitigation plans; partner on renewal strategy with actionable technical insights. • Build business cases; define TCO; articulate value propositions for expansion; schedule checkpoint reviews with stakeholders. • Engage CISO/CIO stakeholders with clear risk, status, and opportunity updates; support context for executive discussions and roadmap alignment. • Collaborate on marketing-informed campaigns and plays to drive adoption and expansion. • Operate with a long-term account assignment model tied to ARR and growth potential, typically covering 5–50 Enterprise and Commercial-Named accounts with $100K+ ARR. • Own the technical success plan and adoption roadmap; influence pricing, commercial terms, and renewal terms in partnership with Sales and CS leadership.

• Serve as the strategic operations counterpart and senior advisor to the AMER VP of Field Marketing and her leadership team. Provide budget decision support, performance insights, pipeline forecast support and operational guidance. Provide enablement and training for the AMER Marketing team based on new tools & metrics • Own AMER reporting on pipeline contribution, campaign ROI, event performance, and funnel health. Oversee dashboards, KPI forecasting, and data audits in partnership with the analytics center of excellence. Deliver executive-ready insights and QBR materials for the VP and CMO organization • Contribute to the design, delivery, and iterations on new Veeam Agentic interfaces which will help optimize budget efficiency and signal-to-pipeline conversion across marketing. Translate intent, account, and engagement signals into prioritized account lists & further personalization, reallocate spend toward highest-yield programs, and surface real-time recommendations to field marketing and SDR leaders • Identify and remove operational friction across campaign execution, lead management, and reporting workflows designed by marketing operations center of excellence. Contribute to standardize processes across sub-regions while respecting local nuance • Partner with multiple internal teams (Sales Operations, Sales Excellence, CT, Sales Acceleration, Channel Marketing, Data Science, Data analytics etc.) to ensure data integrity, attribution accuracy, and consistent definitions across the AMER GTM motion • Support quarterly budget reviews preparation (QBRs), management meetings, budget reallocations, and ROI analysis. Ensure spend is tracked against plan and tied to outcomes • Lead AMER marketing planning cycle. Build and deliver Marketing-sourced and SDR-sourced pipeline creation targets by sub-region, segment, and channel. Model investment & organizational scenarios and align targets with capacity and revenue goals

• Configure customer accounts; customize backup policies and storage; facilitate onboarding; orient stakeholders; walk through admin portals; introduce support channels. • Identify migration opportunities; analyze usage and environment; conduct success planning and strategy sessions; align business outcomes with product adoption. • Conduct assessments; build protection plans; recommend software products and architectures across the Veeam Data Platform. • Run recovery simulations; apply the Veeam Data Resilience Maturity Model (DRMM) to track and report resilience posture; deliver quarterly resilience reports. • Monitor signals to detect churn risk early; define mitigation plans; partner on renewal strategy with actionable technical insights. • Build business cases; define TCO; articulate value propositions for expansion; schedule checkpoint reviews with stakeholders. • Engage CISO/CIO stakeholders with clear risk, status, and opportunity updates; support context for executive discussions and roadmap alignment. • Collaborate on marketing-informed campaigns and plays to drive adoption and expansion. • Operate with a long-term account assignment model tied to ARR and growth potential, typically covering 5–50 Enterprise and Commercial-Named accounts with $100K+ ARR. • Own the technical success plan and adoption roadmap; influence pricing, commercial terms, and renewal terms in partnership with Sales and CS leadership.

• Configure customer accounts; customize backup policies and storage; facilitate onboarding; orient stakeholders; walk through admin portals; introduce support channels. • Identify migration opportunities; analyze usage and environment; conduct success planning and strategy sessions; align business outcomes with product adoption. • Conduct assessments; build protection plans; recommend software products and architectures across the Veeam Data Platform. • Run recovery simulations; apply the Veeam Data Resilience Maturity Model (DRMM) to track and report resilience posture; deliver quarterly resilience reports. • Monitor signals to detect churn risk early; define mitigation plans; partner on renewal strategy with actionable technical insights. • Build business cases; define TCO; articulate value propositions for expansion; schedule checkpoint reviews with stakeholders. • Engage CISO/CIO stakeholders with clear risk, status, and opportunity updates; support context for executive discussions and roadmap alignment. • Collaborate on marketing-informed campaigns and plays to drive adoption and expansion. • Operate with a long-term account assignment model tied to ARR and growth potential, typically covering 5–50 Enterprise and Commercial-Named accounts with $100K+ ARR. • Own the technical success plan and adoption roadmap; influence pricing, commercial terms, and renewal terms in partnership with Sales and CS leadership.

• Manage and optimize customer data within Salesforce and third-party data platforms. • Ensure the accuracy, consistency, and integrity of customer data and oversee the creation and management of accounts in Salesforce. • Participate in automation initiatives and data integrations to streamline workflows and enhance data-driven decision-making. • Maintain and update customer records in Salesforce, ensuring data accuracy and integrity. • Create and manage new customer accounts, ensuring proper categorization and compliance with internal data standards. • Monitor and resolve data discrepancies, duplicates, and inconsistencies to maintain a clean and reliable database. • Manage and integrate data from third-party vendors, ensuring alignment with internal systems and business requirements. • Monitor and enforce data governance policies for vendor data, ensuring compliance with industry best practices and company guidelines. • Collaborate with vendors to improve data quality, accessibility, and usability. • Document and enforce best practices, policies, and procedures for managing customer data, including third-party firmographics data. • Train internal teams on data entry standards and proper usage of Salesforce to maintain high-quality records. • Participate in the design and implementation of automation for data entry, updates, and validation within Salesforce. • Work with IT and business teams to integrate third-party data sources, ensuring seamless data flow and accessibility. • Identify opportunities to improve efficiency through AI, machine learning, and API integrations.

Role Description This key individual contributor role is responsible for achieving a sales quota by driving new business in the assigned territory. The successful candidate will have a strong understanding of the Veeam sales process and excel at generating leads, building relationships, and closing deals. Must possess strong negotiating skills and an ability to showcase our offerings in a compelling way. Strong preference for candidates within the Nashville and Louisville markets. What you'll do: - Design and execute a business plan on assigned territory to meet and exceed quota through a mix of prospecting, qualifying, managing, and closing opportunities (70% Net New Logo/30% Current Customer). - Position Veeam as the provider of choice by demonstrating deep and comprehensive knowledge of how our solutions meet the needs of customers. - Achieve monthly, quarterly, and annual sales quotas by successfully implementing sales and marketing strategies and tactics. - Generate leads and build relationships by organizing daily work schedule to call on existing and potential customers and channel partners. - Develop and implement territory action plan using comprehensive data analysis, and adjust sales techniques according to interactions and results in the field. Responsibilities - Identify prospects, set appointments, make effective qualifying sales calls, and manage sales cycle to close new business. - Maintain exceptional working relationships with channel partners (tier-two model) to identify potential new sales opportunities. - Possess in-depth Veeam product knowledge. - Prepare concise and accurate reports, proposals, and other required documentation for executive-level presentations. - Assess market needs and follow a defined selling process. - Coordinate with Veeam Inside Sales Reps, Channel Partner Managers, Marketing, Sales Engineering, Deal Desk, Legal to ensure that quotas are met, and company standards are upheld. - Provide insight and position Veeam’s solutions into meaningful customer relationships. - Manage and grow a qualified pipeline of opportunities in conjunction with Veeam partners. - Negotiate favorable pricing and business terms with customers by positioning value and ROI. - Demonstrate resourcefulness when faced with challenges that defy easy solution. - Identify vital set of business drivers behind complex selling opportunities. - Ensure robust forecasting accuracy and maintain opportunity details in CRM (Salesforce.com). - Develop and manage key account relationships, including aspirational targets. - Function as Veeam’s advocate within the customer organization, while advocating for the customer within Veeam. - Identify market trends, observations, and competitive landscape for effective Veeam positioning. - Execute a territory plan to maximize revenue and coverage. - Ability to travel within the assigned territory as appropriate. Benefits - Unlimited paid time off, 12 paid holidays, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares. - Paid parental leave: 8 weeks for all parents, 16 weeks for birthing parents. - Medical, dental, and vision coverage starting on your first day. - Mental health support, therapy sessions, and digital wellness tools via our Employee Assistance Program. - 401(k) retirement plan with company matching contributions. - Fertility, adoption, and surrogacy support through Maven, plus paid volunteer time. - AirVet: 24/7 virtual veterinary care at no cost. - Legal services, identity protection, and supplemental health insurance options. - Tax-advantaged spending accounts for healthcare, dependent care, and commuting. - Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events like our annual Global Day of Learning.

• Responsible for overachieving Quota tied to territory Renewal and Expansion goals • Effectively manages Annual pipeline, by reaching out to customers 4 months (or more) before support expiration to perform customer experience assessments and environment health checks • Understands who the stake holders at the customer and at partner, what matters to them, and work backwards. • Cold call customers with lapsed support, with the goal to reactivate support. • Work cross functionally with Deal Desk, Legal Department, Sales and others to prepare Special Terms, Create NSQ’s • Clearly communicate and sell complicated offers, internally and externally • Accurate forecasting, business analysis and sharing insights • Assisting customers with whatever is needed to ensure customer success, including but not limited to: o Licensing Transfers (opening license cases, walking customer through the process, following up to ensure satisfactory resultion) o Customer Support Ticket Assistance (Educating customers on how to open support tickets, Escalate support cases through prescribed processes, follow up to ensure support ticket is resolved to customer satisfaction) • Ensure appropriate support to Veeam’s channel partners, to successfully close renewal and additional licenses • Accurate and timely records all activities on customer/partner record in Veeam's customer relationship management system (SalesForce.com) • Impeccable Salesforce hygiene • Manages inbound Renewal inquiries though different Renewals portals • Prioritize workload in order to meet all KPIs, goals and objectives. • Meet Daily/Weekly SLAs and maintain high Customer Satisfaction ratings • Overachieves target quota • Focuses on customer retention, renewal rate, and high velocity selling with special attention to maximizing revenue generation with our Velocity customer base • Ensure appropriate support to Veeam’s channel partners, to successfully close renewal and additional licenses • Accurate and timely records all activities on customer/partner record in Veeam's customer relationship management system (SalesForce.com) • Impeccable Salesforce hygiene • Manages inbound Renewal inquiries though different Renewals portals • Prioritize workload in order to meet all KPIs, goals and objectives. • Meet Daily/Weekly SLAs & maintain high Customer Satisfaction ratings

• Develop and Execute Engagement Strategies: Design and implement programs, initiatives, and activities that elevate employee engagement and morale, aligned with our mission, values, and business objectives. Manage planning, budgeting, communication, stakeholder management, and measurement of impact. • Employee Listening & Insights: Contribute to the design and execution of end-to-end employee feedback programs (e.g., surveys, focus groups, sentiment analysis) to measure employee experience and culture. Analyze data and feedback to inform actionable recommendations, driving accountability and continuous improvement. Partner with analytics teams to deliver real-time, stakeholder-first reporting and insights for data-driven decision-making. Report on key employee experience metrics and present findings to leadership. • Continuous Improvement & Innovation: Stay ahead of industry trends and best practices, boldly experimenting and learning quickly from outcomes to continuously elevate employee engagement. Pilot and implement new tools and processes that enhance satisfaction, retention, and innovation. • Culture Champions Community Management Experience: Develop and lead our Culture Champion program to cultivate our desired culture, ensuring it evolves with the organization’s growth and changing needs. • Event Planning Support: Support our community on how to organize employee events, support recognition programs, team-building activities, and wellness initiatives that foster community and connection. • Stakeholder Collaboration: Partner with HR, IT, Facilities, and business leaders to deliver integrated employee experience solutions. Serve as a trusted advisor and ambassador for employee experience, embodying our values and driving impactful results.