About the Role

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 plans with every stakeholder involved. As Veeam brings together data resilience, data security and AI trust, including Data Security Posture Management (DSPM) through Veeam’s Securiti AI, this role is a chance to lead a broader, security-led conversation with mid-market organisations across NSW.

What You’ll Do

• 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
• 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

What You’ll Bring

• 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.)

Bonus Skills

• 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

What You’ll Get 

• 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