About the Job
The Territory Manager is responsible for winning new business and expanding existing assigned private-sector mid-market accounts across New South Wales.
We’re looking for a high-energy, highly active hunter who loves opening new doors. You’ll own your territory end to end: building pipeline from existing install base and whitespace accounts, rallying internal teams and partners around every opportunity, and driving deals to close through clear, mutually agreed close...
Hunts for and wins net-new logos, owning pipeline generation through consistent, daily prospecting across phone, email, social, events and partner networks, and converting cold accounts into qualified opportunities
Key Responsibilities
Upsells and cross-sells across the existing assigned customer base, expanding Veeam’s footprint from data resilience into data security, DSPM and AI governance use cases
Builds and executes a territory and account plan that targets the highest-value opportunities, with clear goals and an accurate, well-inspected forecast
Builds strong relationships with executive and technical decision makers (CIO, CISO, CDO, IT and Security leaders), creating demand through insight and articulating Veeam’s solution and business value
Qualifies rigorously and drives every opportunity to a documented, mutually agreed close plan, aligning economic buyers, champions, technical evaluators, procurement and partners on milestones, decision criteria and timelines
Orchestrates the internal deal team, including Systems Engineers, Sales Development Reps, Channel Partner Managers, Alliances, Marketing, Customer Success and Sales Leadership, with clear communication and shared ownership so every pursuit moves with pace
Works with Systems Engineers to technically qualify opportunities and deliver compelling product demonstrations and proofs of value
Closes business in conjunction with Veeam partners and via cloud marketplaces, and leverages and grows partner-generated business with end users/customers
Engages with Veeam Strategic Alliance partners to drive mutually beneficial revenue opportunities
Independently leads complex, multi-stakeholder deals, applying sound judgment and consulting leadership on higher-impact commercial decisions
Proactively anticipates customer needs and market shifts, including emerging AI and data security trends, and adapts plans while maintaining deal momentum
Meets and exceeds individual and team revenue targets
Maintains disciplined pipeline, forecasting and account/opportunity details in Veeam’s CRM (Salesforce), with clear qualification captured for every deal
Shares knowledge, supports and mentors junior colleagues and Sales Development Reps, and models a growth mindset within the team
Proposes, coordinates and participates in marketing activities and events within the territory
Ability to travel 25–50% of the time within the assigned territory/region requirements
Required Skills & Abilities
Bachelor's Degree and/or equivalent years of experience
At least five (5) years of quota-carrying B2B software sales, selling through the channel and direct to end users
Proven hunter with a consistent track record of winning net-new logos and over-achieving quota in the mid-market segment
Demonstrated success running complex sales cycles with multiple stakeholders
Strong internal and external collaborator, known for mobilising others toward a common goal
Consultative, value-based solution selling approach with strong negotiation and demonstrated closing skills
Knowledge of large distributors and value-added resellers (VARs) is highly desired
Knowledge of virtualization, hybrid cloud and public cloud / hyperscalers (AWS, Microsoft Azure, Google Cloud)
AI literate, with moderate, hands-on expertise using AI tools such as Microsoft Copilot, ChatGPT and Claude to accelerate and enhance sales performance, including account research, prospecting, call preparation, follow-ups and deal planning
Salesforce knowledge is required
Microsoft Office tools (Word, Excel, PowerPoint, etc.)
Experience selling data security solutions, ideally Data Security Posture Management (DSPM), data classification, data access governance, data loss prevention (DLP) or privacy/compliance platforms
Understanding of data security, privacy and compliance frameworks (for example, the Australian Privacy Act 1988, the ACSC Essential Eight and ISO 27001) and how they drive business value
Experience selling cyber resilience, backup and recovery, or broader cybersecurity solutions, including engaging CISOs and security teams alongside IT
Experience using the MEDDPICC sales methodology (or MEDDIC) to qualify, forecast and close deals
Experience in a high-growth or scale-up environment
Paid time off plus 4 global VeeaMe Days for self-care and paid volunteer time
Private medical insurance and income protection during illness or injury
Annual wellbeing allowance and flu vaccination vouchers
Discounted HCF corporate health insurance
Free, confidential counselling and coaching via EAP
Superannuation contributions via salary sacrifice
Car allowance for eligible field sales roles
Salary sacrifice options for phones, laptops, and tablets
Professional training and education, including courses and workshops, internal meetups, and unlimited access to our online learning platforms (LinkedIn Learning, Athena, O’Reilly) and mentoring through our MentorLab program
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