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Lead Account Executive, Enterprise Sales

hace 2 semanas

Santiago, Metropolitana, Chile Veeam Software A tiempo completo

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.

  • Territory Coverage
    Assigned enterprise accounts in SOLA Enterprise 2, focused on large enterprises and regulated industries 
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)

•    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

  • 10+ 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 large SOLA Enterprise 2 enterprises
  • Strong familiarity with indirect / channel-led sales models
  • English advanced 

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
  • Fluent Spanish required; 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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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. All your information will be kept confidential.

Please note that any personal data collected from you during the recruitment process will be processed in accordance with our Recruiting Privacy Notice.  

The Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to us, will be processed by us in connection with our recruitment processes. 

By applying for this position, you consent to the processing of your personal data in accordance with our Recruiting Privacy Notice.

By submitting your application, you acknowledge that the information provided in your job application and any supporting documents is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification of information may result in disqualification from consideration for employment or, if discovered after employment begins, termination of employment.