M365/VB365 Sales Specialist

Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands. About the Role This role reports to the EMEA lead of the Veeam Data Cloud M365 business and will partner closely with the Commercial Territory Managers (TM) in his/her territory to drive world-class sales experiences for customers. By partnering the Veeam TMs and the Veeam Data Cloud M365 specialist, Veeam will deliver the best and most value-add sales experience for customers, helping them define the best data protection and resiliency plan possible. This role will also be deeply connected with Microsoft to leverage the Veeam + Microsoft partnership to drive co-sell. This role is accountable to meet sales and growth goals for the M365 data protection business in his/her territory. The role is expected to be an expert in Veeam's Data Cloud M365 products and augment Field pursuit teams to increase win rates, deal size and accelerate sales cycles. This role will carry a quota focused on Veeam Data Cloud M365 and be expected to drive sales cycles for opportunities above $100k ARR. This role will also be teamed with a solution engineer focused on the Veeam Data Cloud M365 business. The sales specialist will focus on winning the customer decision and proving value, and the specialist solution engineer will focus on winning the technical decision. This role will be responsible for building and maintaining a plan to exceed plan, delivering a weekly deal-based forecasts, being an expert in compete plays in the M365 data protection space against Veeam’s top competitors and building great value-add and ROI scenarios for customers to win the customer decision. Deal commercial management will depend on if it is a multi-product opportunity where the Veeam TM will own the end-to-end business. What You’ll Do Ensure sales fundamentals are met across the Veeam Data Cloud M365 business (e.g., pipe coverage, deal updates, etc.) Collaborate on a daily business with his/her territory’s AEs to ensure great account-level partnering Prepare and lead customer meetings on Veeam Data Cloud M365 to advance sales opportunities Develop and execute the Veeam Data Cloud M365 close plan to exceed historical close rates Coordinate the Veeam Data Cloud M365 solution engineer engagement with the Own the co-sell process with Microsoft in his/her territory and hit regional co-sell goals Provide weekly product-specific forecast updates for his/her territory Ensure top deals are on-track with the right Field + Specialist pursuit team engaged Identify repeatable sales tactics that increase win rates and help build a “win formula” What You’ll Bring At least 10+ years in software sales, and proven capability to engage at the customer exec level, and at least 15+ years of total work experience Proven track record of hitting / exceeding sales goals Proven capability in Enterprise software sales, and ideally in the data protection, data management or M365 Proven capability of working in a Specialist + Field sales model Proven capability of working in a partner-driven GTM Ability to work cross-functionally with Sales, Renewals and Field Marketing Strong team player / coach mentality – expect to be personally engaged in opportunities Excellent written and presentation skills for both external and internal audiences Be able to travel up to 50% of time What You’ll Get 21 annual vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares Comprehensive medical insurance for employees and eligible dependents, plus gap cover for hospital co-payments and above-rate charges Mandatory private pension plan with employer and employee contributions Risk insurance including death cover (with educational benefit), disability income replacement, severe illness, and funeral cover 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 Please note: If an applicant is permanently located outside of South Africa, Veeam reserves the right to decline the application for this position. #LI-AF1 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. 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