With the partner sales community, this position is responsible for developing, accelerating, up-selling and closing business with Enterprise accounts in an assigned market territory.  Calls on both end users, partners and alliance vendors with focus on those who have potential to contribute significant revenue to Veeam.Works on large and medium tenders to tight timescales with multiple partners and alliance vendors.Influences a tender with criteria favourable to Veeam before tender is released.Coordinate meetings at the technical decision making area and ensure SC community are briefed on desired outcomes.Develop success criteria for technical proof of concept engagements. Use this as leverage to influence the Executive Decision maker community in the assigned territory.Conduct whiteboarding technical solution meetings and influence the technical decision maker community in the assigned territory.Provide intelligent guidance on how to best store and archive protected data using scale cloud options. Have a clear understanding on how AWS, Azure and secure public clouds can assist in the Enterprise  Works with end-users in the assigned territory focusing on the bigger deals.Heavily relies on joint account planning with Partners’ sales reps to grow pipeline and close dealsDevelop and close business, in conjunction with Veeam partners, within mid-market and enterprise accountsMeets or exceeds individual and team revenue targetsLeveraging business generated by Partners with End Users/CustomersDevelop sales activities with new Enterprise account customers; up-sell and cross-sell to the existing customer baseDevelops sales pipeline by proactive calling to convert sales conversations to identified prospectsEffectively executes a territory plan to maximize revenueEnter forecasting and account/opportunity details in Veeam’s CRM (SalesForce); provides weekly updates including but not limited to, dollar amounts, socket counts, status and decision makers and next steps in closing opportunitiesWorks with regional sales team to advance opportunities to closure, including Systems Engineers to technically qualify and deliver product demonstrationsPropose, coordinate and participate to marketing activities within the territoryMust be available to travel up to 50% within the assigned territoryPerforms other duties as assignedQualificationsBachelor’s Degree required (a combination of education and experience will be considered).Experience with vendors associated with Virtualisation, storage/ infrastructure and/or disruptive technology is strongly desired. Alternatively, working within a reseller organisation is also desirable5+ years of mid-market to enterprise software sales; direct and channel sales experience required with experience managing resellers at a tactical, transaction-based level.Has a deep understanding of the Enterprise and how policies and procedures influence engagement.Has extensive contacts in Enterprise accounts.Proven ability to develop new sales with strong cold-calling and prospecting skills.Exceptional territory planning abilities required, aligned to identifying and closing new businessAbility in working with and selling through the channelMust have knowledge of solution selling and value-based selling techniques.Must be available to travel within the region and periodically overseas.Be a self-starter with the ability to learn quickly.Be a high-energy sales person who is comfortable working in a fast-paced environment where roles and responsibilities change quickly.Strong Hunter mentality and associated activity levels are a must