Veritas Services Sales Manager in Seoul, South Korea
Veritas enables organizations to harness the power of their information, with solutions designed to serve the world’s largest and most complex heterogeneous environments, by providing industry-leading solutions that cover all platforms with backup and recovery, business continuity, software-defined storage, and information governance. Our software and hardware products enable 86 percent of the world’s Fortune 500 companies to protect, identify, and manage data within the world’s largest and most complex environments—from traditional data centers to private, public, and hybrid clouds.
About Services Sales Manager
We’re looking for experienced and successful Services Sales Manager to join our teams and initially focus on shaping and selling Veritas Consulting, Education and Managed services into our Enterprise customers.
As a proven services sales person with a “can do” attitude and approach, you will be expected to engage at CXO level in our Customers and to support our sales and Partner teams, in order to qualify, position, commercially shape, then close the appropriate services, delivering a total customer experience that is second to none.
Each SSM is expected to ensure that clients make full use of their Veritas investment by driving collaborative services led account plans, for the full array of licensed Veritas products and solutions. The SSM role is responsible for ensuring that each services proposal is structured correctly to ensure revenue is able to be recognized in a predictable and timely fashion, whilst maintaining and reporting on financial controls including cost and project margins.
Similarly, new business pipeline generation is a key activity, metric and measure for the SSM. All success metrics are regularly reported and forecasted by the SSM, through delivery of weekly forecasts and pipeline generation initiatives.
As a Veritas SSM, you will be expected to be responsible for the following areas;
Act as the primary point of contact for the customer with regards to Veritas Services (Consulting, Education and Managed Services).
Work closely with Veritas Enterprise sales teams and Veritas Partners to ensure that Consulting services are appropriately positioned
Familiar with and able to position Veritas solutions and GTM offerings, to then understand and position the value of services opportunities to Customers and Enterprise sales account teams.
Maintain industry knowledge and trend awareness within core Veritas solutions and technologies.
Work to understand customer organizations and industry sector needs, procurement practices and key business drivers.
Develop short and long term services strategies and collaborative account plans to enable positioning and sales of Services
Represent Veritas Professional Services and offerings to our customers through presentations, white board and napkin based tools, to leverage value, impact and ROI to our customers.
Correctly identify and position “Advisory” services opportunities and be able to articulate clear value propositions for customer adoption.
Able to clearly articulate the services solution being proposed and how it meets the customer’s key business drivers, exemplifying the (business) benefits resulting from the proposed services framework and technical solution.
Pro-actively search for and generate follow on business opportunity following successful sales.
Drive the customer to provide references.
Support definition of new service offerings in target markets as appropriate.
Ensure successful transition of services opportunities to the Professional Services delivery organization once the deal is closed.
Ensure that each services contract enables revenue to be recognized in a timely and consistent fashion with minimal risk of detrimental revenue adjustment.
Actively build and maintains strong relationships with partner companies that contribute to Veritas’ success and thus support Veritas’ go to market channel and partner strategy.
Meet sales operational cadence and hygiene through internal opportunity management systems.
Meet or exceed the following Key Performance Indicators(KPIs)
Achievement of quarterly bookings targets on designated accounts.
Achievement of quarterly services deal margin targets.
Achievement of quarterly Customer Satisfaction targets on designated accounts.
Achievement of quarterly pipeline and engagement targets.
Qualifications and Experience
Degree or equivalent in business, engineering, or MIS/IT related field preferred.
Record of continual target/quota achievement and successful services sales for at least 3 years
Established technical background and industry awareness and domain experience, in Information Management, Storage Management, Cloud Adoption, Disaster Recovery, IT Infrastructure and/or IaaS
Experience in storage, NAS, VTL and Tape library is a big plus
Experience in DBA and DB Backup is a big plus
Experience developing complex, multi-service line proposals between $300k and $1M+
“Can do” and “do whatever it takes” attitude and approach to working practices and demands of the business.
Ability to develop executive level relationships.
Strong communication and negotiation skills required.
A demonstrable and successful track record of working with Enterprise class product/solution sales teams
Familiarity with sales processes and forecasting framework/metrics.
Outstanding written and oral communication skills in order to liaise between the user community, executive sponsors, and the Veritas sales team (business proposals, Statements of Work, quotations).
Experience with subscription and/or consumption model proposals highly desired.
At least 2 years experience managing a consulting/project P&L preferred.
Willing to travel.
Strong financial skills with ability to articulate the ROI of proposed solutions to customers.
Proven business acumen including experience with forecasting, quoting and commercial negotiations.
Working at Veritas
Nearly 90% of Fortune 500 companies already use Veritas core solutions and these solutions catalogue the 1.5% of target rich data today. Veritas helps customers transform their data into information, and those insights into competitive advantage.
At Veritas, you will enjoy an open, flexible, and supportive environment which lets you bring your ideas to life. Our commitment to development and diversity sparks innovation.
If impact, innovation and a winning culture are important to you, consider a career at Veritas.
We Embrace Diversity
Diversity in thought, perspective, experience and life is a vital part of our culture. It is this culture, that allows us to innovate, solve problems and succeed.
Veritas is an equal opportunity employer
Veritas is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law. Pursuant to the San Francisco Fair Chance Ordinance (FCO), we will also consider for employment qualified individuals with arrest and conviction records.
EEO is the Law. Applicants and employees of Veritas Technologies LLC are protected under Federal law from discrimination. Click here to find out more.
Veritas will respond to requests for reasonable accommodations to assist you in applying for positions at Veritas, or to submit a resume. If you need to request an accommodation, please contact our HR Helpdesk by email at AskHR@Veritas.com .