Healthcare Client Executive, North Carolina/South Carolina
VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 Enterprise and Government, Education and Healthcare customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.
The Healthcare team within VMware is a high-energy, mission driven and passionate team of sales professionals with a desire to succeed and drive the digital transformation within the Healthcare sector. As an individual contributor within the business, you will be part of a team with a strong identity, and a reputation for a high standard of work and achievement. You will have the opportunity to craft and execute on your business plan through your own efforts and through the management of your matrix sales team.
Job Role and Responsibility:
Responsible for selling the complete VMware portfolio of solution, products, and services within a list of Healthcare customers.
Drive account portfolio sales strategy and establish sales cadence with the corporate account team
Become as intimate as possible with assigned accounts and bridge the gap to executives while increasing VMware mindshare
Learn and understand the assigned accounts extended business model and create offerings and solutions to meet corporate goals
Solidify existing customer accounts and elevate VMware to a more strategic position within all accounts
Adopt account portfolio sales strategy leveraging channel partners
Focus on top tier accounts and collaborate with Systems Engineering, Inside Sales and Channel Partners to ensure complete coverage of entire account portfolio.
Move the transaction through the entire sales cycle
Match the VMware solution to the customer's business needs, challenges, and technical requirements
Develop and manage a partner strategy by selecting a set of "preferred" partners,
Develop a collaborative account plan and enable channel partners to be an extension of VMware sales force
Extensive experience negotiating large 7-figure deals with extremely complex terms, conditions, price pressures and considerations
Strong financial acumen in order to provide total cost of ownership and long-term cost reduction to the customer
Ability to communicate the business value and/or ROI of proposed products and solutions
Accurately forecast license bookings, specific products revenue, professional services bookings and new accounts on a weekly, monthly and quarterly basis
Utilize VMware EPIC2 values (Execution, Passion, Integrity, Customers, Community) to conduct day to day business
8+ years of experience in related software industry with at least 5 years in a selling role to large select accounts
Healthcare Experience is highly preferred
Experience selling in both a direct and an indirect or channel driven model
Experience orchestrating complex multimillion-dollar solution sales from business champion to the CEO level
Experience leading a team of professionals in sales campaigns that include sales executives, field SE's, Inside Sales, Field Marketing, Services, Professional Services, and Channel teams
Domain experience selling in Datacenter Space. Ideally expertise across-compute, network, storage, Management and cloud
Experience selling complex solutions, requiring integration (solutions being sold and with existing customer investments) and Professional Services to execute
Proven track record of overachieving quota in a highly competitive, fast paced environment
Strong financial acumen
Must have selling expertise, a major, in Applications, Enterprise Management or Cloud with a minor in Compute, Network, Storage
Domain experience selling in Datacenter Space
Has proven track record with working with the channel, SISOs
Experience selling complex solutions, requiring implementation, integration and Professional Services to execute
Experience building demand with cycle times of 6-24 months
Ideally able to network to LOB leader, CxO - but at a minimum able to work across IT, Ops, AppOps/Dev-admin
Experience in Software, Cloud, or Infrastructure such as Compute, Network, Storage
Experience selling solutions at an enterprise level company
Self-starter with a high level of energy
This job opportunity is not eligible for employment-based immigration sponsorship by VMware.
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