Client Executive - Healthcare - North Carolina/South Carolina

Vmware, Inc. Charlotte , NC 28201

Posted 2 weeks ago

Search Jobs

Job Description

Healthcare Client Executive, North Carolina/South Carolina

Business Summary:

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

Required Skills:

  • 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

Preferred Skills:

  • 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.

VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.

Search Jobs

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Territory Representative North Carolina & S Carolina


Posted 6 days ago

VIEW JOBS 3/26/2020 12:00:00 AM 2020-06-24T00:00 I.GENERAL SUMMARY & OVERALL CHALLENGES This position is responsible for selling healthcare professionals on use of point-of-care testing in both physician offices and hospital markets through our approved distribution channels. Teaching distribution partners how to sell our products is paramount in an ever expanding competitive environment. Effective territory management, efficient use of time in the field, development of strong relationships, and management of the business through our CRM are all critical components to this position. II.KEY RESPONSIBILITIES * Targets accounts for growth in line with target markets and accounts identified; implements fee increases or price changes; introduces new products and services. * Increases the profitability of existing accounts by analyzing profitability, product and service portfolio and communicating plans with customers and executing solutions. * Builds relationships at multiple levels within the account (e.g., physician, office staff); with internal support positions and with operations to maximize efficiency of processes. * Research customer problems and direct resolution/prevention to appropriate new Department/Area. * Account Management Activities when needed (pricing increases, etc.). * Prepare reports for management. * Collect and channel market dynamics information (competitive, etc.). * Target and secure profitable new business in line with regional marketing strategy by effectively targeting prospective accounts, creating in-depth prospect profiles, building relationships, prepare and present proposals, and securing the business. * Educate new customers on all HemoCue, processes and procedures to ensure accurate and timely transactions. * Participate with local leadership in developing overall business unit plans for increasing volume and profitability through implementation and execution of national strategies and initiatives. * Prepare and present proposals and bids by using all standard processes, procedures and templates. * Proposes pricing quote structures for potential and existing customers for maximum quantity sales volume. Ongoing follow-up with renegotiation on contract expiration, with approval of Sales Management and Controller. * Stay abreast of changes in the market place impacting customers. Maintain a working knowledge of company products and those of competitors and share this information with leadership. * Ensure total compliance with all company polices and government regulations. * Maintain customer contacts and pipeline management utilizing * Perform other tasks as assigned by manager. III.REQUIREMENTS FOR THIS POSITION Experience * Knowledge of Healthcare Industry and general economics of business * Five years of successful sales experience in medical products industry preferred Education * Bachelor's degree in a Business, Marketing, or the Life Sciences or related field; or the equivalent years of education and experience c) Language d) IT * Solid PC skills including knowledge of Microsoft Office Software * Proficient use of a CRM to manage business e) Travel (required estimated % of time) * The 1st year, training and on-boarding will be out in Brea, CA. This will be 3 weeks of travel. * 1 week of travel needed for our National Sales Meeting * 35% travel for typical territory travel/coverage f) Other * Ability to develop and sustain strong customer relationships * Strong planning and organizational skills * Excellent oral and written communication and presentation skills #LI-JC2 Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The "EEO is the Law" poster is available here. Danaher Charlotte NC

Client Executive - Healthcare - North Carolina/South Carolina

Vmware, Inc.