About this role
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 Enterprise Account Manager is responsible for driving net-new and expansion revenue within named enterprise accounts by positioning data protection, cyber resilience, and security software as business-critical infrastructure. This role requires strong C-level engagement, complex deal orchestration, and the ability to sell through partners and systems integrators while maintaining executive sponsorship and strategic account control.
What You’ll Do
1. Enterprise Sales Execution
• Own and execute the account strategy for assigned enterprise customers
• Achieve and exceed annual quota
• Drive new logo acquisition and wallet share expansion
• Manage complex, multi-stakeholder sales cycles (6–18 months)
• Accurately forecast revenue and pipeline using CRM tools
2. Strategic Account Management
• Build and maintain C-level relationships (CIO, CISO, CTO, Risk, Compliance, CDO)
• Position solutions around business outcomes: resilience, uptime, regulatory compliance, cyber risk reduction
• Develop account plans aligned to customer initiatives (cloud adoption, ransomware readiness, digital transformation)
• Act as executive sponsor for strategic accounts
3. Cybersecurity & Data Protection Value Selling
• Lead consultative discovery conversations focused on:
Cyber resilience posture
Ransomware and threat landscape
Regulatory and compliance requirements (e.g., CNBV, ISO 27001, PCI, SOX, HIPAA where applicable)
• Articulate differentiated value across:
Backup & recovery
Immutability and ransomware recovery
Cloud, hybrid, and SaaS data protection
Incident response and recovery services
4. Partner & Ecosystem Management
• Work closely with channel partners, GSIs, MSSPs, and distributors
• Influence partner-led opportunities while retaining deal control
• Align with partners on joint account planning, PoCs, and executive briefings
• Manage deal registration, pricing strategy, and partner governance
5. Internal Collaboration
• Partner with Sales Engineers, Customer Success, Renewals, Professional Services, and Marketing
• Drive executive alignment internally for strategic deals
• Participate in QBRs, account reviews, and regional planning sessions
Technologies You’ll Work With
- Data protection, backup, DR, and cyber resilience concepts
- Ransomware, cyber threats, and security frameworks
- Hybrid IT, virtualization, cloud (AWS, Azure, GCP), SaaS environments
What You’ll Bring
Professional Experience
- 5+ years of enterprise technology sales experience
- Proven success selling enterprise software or cybersecurity solutions
- Track record of closing six- and seven-figure deals
- Experience selling into enterprise accounts
- Strong familiarity with indirect / channel-led sales models
Industry Knowledge
- Experience in regulated verticals is highly preferred
Skills & Competencies
- Executive-level communication and presence
- Strong negotiation and deal-shaping skills
- Strategic thinking and account planning discipline
- Ability to navigate complex organizations and procurement processes
- English proficiency strongly preferred
Behavioral Attributes
- Consultative, outcome-oriented sales mindset
- Comfortable challenging customers constructively
- High accountability and ownership mentality
- Resilient, disciplined, and performance-driven
- Strong collaboration skills across internal and external stakeholders
Key Performance Indicators (KPIs)
- Annual revenue attainment vs. quota
- Pipeline coverage and accuracy 4X+ pipe vs quota
- New logo acquisition
- Expansion and upselling within named accounts
- Executive engagement level within top accounts
- Partner-influenced revenue performance
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Other facts
About Veeam Software
Welcome to Veeam’s LinkedIn page.
Follow us here for company news, product updates, events and more.
Veeam®, the #1 global market leader in data resilience, believes every business should be able to bounce forward after a disruption with the confidence and control of all their data whenever and wherever they need it. Veeam calls this radical resilience, and we’re obsessed with creating innovative ways to help our customers achieve it.
With Veeam, organizations achieve radical resilience through data security, data recovery, and data freedom for their hybrid cloud.
Veeam solutions are purpose-built for powering data resilience by providing data backup, data recovery, data freedom, data security, and data intelligence. With Veeam, IT and security leaders rest easy knowing that their apps and data are protected and always available across their cloud, virtual, physical, SaaS, and Kubernetes environments.
Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, including 67% of the Global 2000, that trust Veeam to keep their businesses running.
Radical resilience starts with Veeam.
Learn more at www.veeam.com or follow Veeam on X @veeam.
What you'll do
- The Lead Account Executive is responsible for driving revenue within named enterprise accounts by positioning data protection and cybersecurity solutions. This includes managing complex sales cycles and building C-level relationships.
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