Sales Account Manager (Lorton,VA)
VERITAS' vision is to enable organizations to thrive in this new world of digital business. Did you know that the International Data Corporation (IDC) predicts that data will double every 2 years, reaching 44 zettabytes by 2020? That's more bytes than gallons of water in the ocean and an exponentially growing problem for businesses. VERITAS helps organizations harness the power of their data & turn it into actionable insights. We believe information is everything! Data is an organization's digital currency; a critical business asset that is growing in value. We are the only company that provides a data management platform to address the core challenge of accessing, managing, and analyzing all of their data, no matter where it is, in real time - allowing organizations to truly maximize the value of their data. VERITAS is currently looking for motivated individuals who not only do but are also leaders who influence change and make a difference. The team is always looking for passionate, dedicated individuals who are self-motivated in their work and careers. VERITAS Worldwide Field Operations Organisation (WFO) The WFO team are critical to VERITAS success. This group engages with the customer from the first contact of discussing how VERITAS can support the key business challenges through to implementation of the solution to supporting the technical teams internally. The WFO culture is about winning, being ambitious and putting our customer first. The organisation is focused on building a solutions offer true value to the customers. The Leadership teams lead by example, inspiring and motivate all those in the organisation. We have bespoke world class enablement programmes built for Sales, Pre Sales, Customer Services, Consultants and Technical Support as we firmly believe that our talent is key to our success. SCOPE OF ROLE Responsible for end user sales working in partnership with our channel, reseller and distribution partners across VERITAS offerings to new and existing customers. RESPONSIBILITIES Sells the VERITAS offerings and/or services by developing relationships with decision makers and individuals within a specified geographically defined territory to drive new business. Responsible for creating focused territory plans to nurture and develop opportunities to drive your revenue targets. Act as the primary sales contact for those customers/partners representing VERITAS. Develop key strategies to create strong virtual team/resources to maximise sales within the assigned territory. Engages effectively with other areas of the business: TSS, Channel, CMC, Sales Specialists, PR, Sales Operations and marketing Actively build a strong network of contacts within partner companies. Identifies and qualifies opportunities against a tried and tested sales process. Accountable for meeting assigned Sales Quota. Completes gap/white space analysis across the territory Ensures a coverage model of 4:1 on all qualifies opportunities. SKILLS & KNOWLEDGE PROFESSIONAL, PERSONAL and TECHNICAL Can demonstrate the ability of excellent account/relationships with customers Ability to map VERITAS offerings against customer needs and to identify new opportunities within your allocated Enterprise Accounts. Proven achievement against goals or targets Understands the importance of account plans and clearly utilizes them to drive success. Has understanding of operational cadence in their specific areas. Ensures operating within compliance from a process, legal and revenue recognition. Presents themselves in a professional manner, being a representative of their organization EXPERIENCE AND QUALIFICATIONS Proven track record in a Sales capacity within high-tech industry, within first/second sales role or as an inside sales representative. Demonstrable over achievement in all areas personal, quota and development. Proven full fiscal years performance demonstrable in a high tech organization or within channel and partners Further education desired and/ relevant industry experience Exposure to the VERITAS offerings would be desirable but not necessary; background in positioning infrastructure software.