Distribution Account Sales Manager

The Distribution Account Sales Manager – TD Synnex is responsible for developing and accomplishing sales objectives by managing the TD Synnex relationship from within two tier distribution framework.  The successful candidate will manage daily sales relationships and represent VEEAM in all aspects of business development, marketing, and sales within TD Synnex.

Experience:

• Successful sales experience with a North American Distributor, experience with TD Synnex is a plus
• Proven track record of successful selling within a 2 tier distribution environment
• Knowledge of virtualization technology, experience with VMware and/or Microsoft is a plus
• Excellent verbal and written communication skills
• Ability to travel 50% of the time within North America

Job Requirements:

• Successful sales experience with channel-focused company and 2 tier distributors in North America
• Proven track record of successful product management within a 2 tier model
• Knowledge of virtualization technology and leverage within a 2 tier model
• Ability to adapt to changes in roles and responsibilities and work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter
• Analytical thinker with proven ability to metric and govern
• Drives all aspects of business development and sales enablement initiatives and works with VP of Distribution to drive final account decisions.
• Develops recommendation from complex data and business analyses and formulates them into business plans
• Leads and executes highly complex, time sensitive projects; identifies and recommends solutions for multifaceted operational and programmatic problems for specific account
• Leads efforts to develop innovative business models and analyses to support multiple, large projects
• Decision-making implications extend to multiple functions and/or businesses and impact the business directly
• Bachelor’s degree and/or equivalent years of experience

Duties and Responsibilities:

• Manage relationships in a highly leveraged, matrixed environment with indirect reports
• Develop goals that are measurable and drive productivity within our distributors
• Conduct impactful QBRs with meaningful and measurable action items, as well as follow-up
• Develop executive level relationships within the distributors
• Achieve revenue targets and goals for the distributors
• Develop and execute distributors plan with variable rebates and goals
• Train and enable distributor sales teams and overlay personnel on Veeam solutions and Partner Program
• Work across all business units both internally at Veeam and within distributors for operational efficiencies
• Work closely with Alliances teams internally and within distributors to achieve NA goals

Reporting Relationship and Accountability

This position reports to the Director of Distribution, Americas

Metrics

• Quota 100% based on US revenue growth targets for TD Synnex
• KPIs would be
  • Integration into Virtualization practice and go-to-market BUs within TD Synnex
  • Regional alignment and growth of TD Synnex
  • Execution of marketing plan and executive relationships

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