Job ID R1812660 Date posted Jan. 29, 2019
VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB 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 Civilian team within VMware is a high-energy, passionate team of salespeople with a desire to succeed and drive the digital transformation within the Civilian sector. Although you are 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
Our Client Executive team is made up of passionate and high-reaching sales consultants who are committed to integrating within our customers' business to offer premier VMware solutions to Civilian Accounts. The Client Executive will be responsible for solution selling by orchestrating and demonstrating VMware's Systems Engineering, Product Specialists, Professional Services, Partner Channel, Inside Sales and other VMware resources to drive net new revenue for the company. VMware has and continues to build a top performing sales team who has the desire and determination to deliver.
Drive account sales strategy and establish communication cadence with the extended account resources to ensure full engagement and accountability
Collaborate with Systems Engineering, Inside Sales, Specialists, Professional Services and channel partners
Develop and lead a partner strategy by selecting a set of "preferred" partners, developing a collaborative account plan that enables channel partners to be an extension of VMware's sales force
Learn and understand the assigned customer's business model and match the VMware solution to the needs, challenges, and technical requirements
Strengthen existing relationships within the assigned accounts and elevate VMware to a more strategic position
Ability to build proposals and communicate the business value and/or return on investment of proposed products and solutions to the customer
Utilize VMware EPIC2 values (Execution, Passion, Integrity, Customers, Community) to conduct day to day business
Accurately forecast bookings on a weekly, monthly and quarterly basis
Are you the quarterbacking the account, orchestrating resources and selling solutions to your customers?
You have at least 5 years of experience selling complex solutions, requiring implementation, integration and Professional Services to execute
You are a Self-starter with a high energy level and create new and highly effective working models
You have the ability to work with all levels of individuals
You hold a strong track record of quota over-achievement
You partner well and are accustomed to working with the channel
You pride yourself on being an excellent communicator, both written and verbal
You are a Dynamic presenter with the ability to translate technical capabilities to business outcomes
Experience building demand with cycle times of 6-24 months
Able to work across IT, Ops, Dev/Ops and Line of Business leaders
You have experience leading cross-functional matrixed teams
You effectively conduct quarterly business reviews with key customer and VMW leadership teams
You have a strong command skills and experience presenting to and collaborating with C-suite
Experience selling to NASA highly preferred
Our team looks for individuals who embody our values of humility, compassion, collaboration above isolationism, respectfulness, integrity, and good-natured fun. Additionally we would like:
You have experience in Software, Cloud, or Infrastructure such as Compute, Network, Storage
You have sold solutions in an enterprise level company
"This job opportunity is not eligible for employment-based immigration sponsorship by VMware."
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