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.
Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today
Containers have revolutionized agility and rapid software delivery for any enterprise across the globe. Kubernetes is the single largest open source project with a wide ecosystem of companies contributing daily to enable enterprise workloads to operate at scale. VMW is uniquely positioned with it's Cloud Native Applications, including VMW PKS (Pivotal C(K)ontainer Services, developed in partnership with Pivotal (PVTL), which enables enterprises to use their virtualized environment to run containers in production, at unparalleled security & scale, today.
The CNA Sales Specialist will deliver on VMWare's value proposition to build mind share and adoption of our cloud and virtualization technologies within our Enterprise Accounts. You'll enable VMWare's major enterprise customers to define, develop, and deploy their next-generation container & cloud strategies. Our Cloud Native Applications include VMW PKS, today. This position demands deep knowledge of development cycles, IT Operations including DevOps, open source, subscription and SaaS licensing to have meaningful conversations with our customers and bring value to the equation.
This is an opportunity to join an exciting and one of the fastest growing businesses within VMware.
Job Role and Responsibility:
We are looking for a proven and experienced, but dynamic and creative Sales Specialist. The individual will sell VMware's CNA products using an extended team that includes VMware's core sales force, SEs, OEM partners and channel partners. This includes prospecting, developing, forecasting and closing opportunities directly and through channels. This extended team is driven to a common goal within an assigned territory.
You will be selling across your assigned territory driving account sales strategy and establishing sales cadence with core account teams
You are responsible for moving transactions through the entire sales cycle, from early prospecting to forecasting to closure
Adopt account portfolio sales enablement and strategy with channel partners
You will collaborate with Systems Engineers, Product Management, Marketing, Inside Sales and the Channel to ensure complete coverage of entire account portfolio.
You will prospect new opportunities within your territory
You will match the CNA solution to the customer's mission needs, challenges, and technical requirements
You will develop solution proposals, RFI/P encompassing all aspects of PKS
You will work closely with Enterprise Architects, DevOps, Cloud Architects and senior IT executives to successfully move each opportunity through the evaluation process of the customer
You will participate in the development, presentation, and sales of our value proposition
8+ years of experience in related software industry, with SaaS and/or subscription software sales experience.
You have experience selling in both a direct and an indirect or channel driven model
You have experience selling software through Subscriptions, SaaS besides perpetual licensing. Open Source software experience a plus.
You have experience in sales campaigns that include sales executives, field SEs, Inside Sales, Field Marketing, Services, etc.
You have the ability to operate in large, complex, matrixed organizations
Experience selling platform products, such as Containers, Virtualization, Operating Systems, SAN systems, Databases, and other enterprise infrastructure
Industry expertise in Cloud Native Applications, especially experience in selling to virtualization in enterprise IT departments
Consistent track record of successful selling in a highly competitive environment
You have experience to penetrate new "green-field" accounts and establish relationships at the senior leadership level or with relevant partners within accounts
Able to own a high-volume, transactional business with many deals being developed and closed at a time
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:
This position is eligible for the JoinSDDC referral campaign