Director, On-Prem to Cloud Specialist Sales

Director, On-Prem to Cloud Specialist Sales

Direct message the job poster from Veeam Software

Veeam's recent launch of the Veeam Data Cloud (VDC) marked a pivotal moment: combining our industry-leading platform's reliability with the simplicity of a cloud service. As the established leader in Microsoft 365 data protection with over 23 million users protected, VDC for Microsoft 365 has quickly become a market leader, creating a massive opportunity for customer transformation from on-premises to cloud-native solutions.

We're seeking an exceptional leader to drive the On-Prem to Cloud business forward across EMEA and APJ regions. You'll head our global On-Prem to Cloud Specialist Sales team, directly impacting Veeam's expansion in the SaaS data protection market while building high-performing sales and technical teams targeting customers ready to transition from on-premises Microsoft 365 backup (VB365) to our cloud-native platform (VDC M365).

Reporting to the WW Sr Director of Cloud Sales, you'll oversee a global team specialists (EMEA and APJ) who serve as subject matter experts working with regional Renewals and field Sales teams to increase win rates, grow deal sizes, and shorten sales cycles for cloud transformation opportunities. Your team will lead customer pitches, demonstrate compelling business value, and secure technical wins across Veeam’s largest and most strategic accounts.

Key Responsibilities

• Build and lead a high-performing global team of sales and technical specialists across EMEA and APJ regions
• Achieve revenue targets and growth across Veeam's cloud transformation offerings, driving customer transitions from VB365 to VDC M365
• Design and drive a collaboration model with regional Renewals, field Sales, and Specialists teams to drive cloud transitions across Veeam’s most strategic accounts
• Develop territory plans, deliver accurate forecasts, and master competitive positioning for cloud transformation opportunities
• Work closely with EMEA sales leadership, VDC M365 Specialist Sales leadership, and EMEA Renewals leadership to ensure seamless collaboration and account coverage

Day-to-Day Impact

• Drive sales fundamentals across the business (pipeline coverage, forecast accuracy, win rates) for cloud transformation deals
• Provide weekly forecasts with rigorous deal qualification and progression tracking
• Ensure strategic transformation deals have the right Field + Specialist + Renewals pursuit teams engaged
• Develop talent through coaching, mentoring, and enablement of both sales and technical team members
• Engage directly with strategic customers and deals to advance complex cloud transition conversations
• Lead quarterly business reviews with regional sales leadership and Renewals teams
• Build strategic relationships across customer organizations to drive successful cloud transitions
• Create and scale a repeatable "win formula" through documented sales tactics for cloud transformation
• Represent Veeam at key Microsoft ecosystem events to build brand awareness and generate cloud migration leads

Qualifications

• Demonstrated ability to lead both sales and technical pre-sales teams in complex enterprise environments
• Experience forecasting, qualifying deals, and consistently exceeding revenue targets in competitive markets
• Strong technical aptitude capable of handling multiple layers of technical questions without SE support
• Deep understanding of the Microsoft ecosystem and market dynamics, ideally in data protection, data management, or M365 environments
• Experience in a Specialist + Field sales model and partner-driven go-to-market strategies
• Strong relationship building with strategic clients, partners, and internal cross-functional teams
• Excellent communication and presentation skills for both external and internal audiences
• Executive presence with ability to articulate complex value propositions to senior business leaders
• Strategic mindset with excellent business acumen and deal structuring capabilities
• Strong team player able to influence without direct authority across regions and functions
• Willingness to travel up to 40% within EMEA/APJ regions with occasional global travel Preferred qualifications include:
• Experience with cloud-native backup solutions and SaaS transformation initiatives
• Knowledge of regional data protection requirements and compliance standards across EMEA and APJ
• Microsoft or ISV partner background with established ecosystem relationships
• Experience selling SaaS data protection solutions and leading cloud migration programs
• Track record of managing distributed teams across multiple time zones and cultures
• Experience working with Renewals teams on customer retention and expansion strategies

Seniority level

• Seniority level

  Not Applicable

Employment type

• Employment type

  Full-time

Job function

• Industries

  Software Development

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