Senior Client Solutions Executive Global Accounts West Region

Vmware, Inc. Olympia , WA 98513

Posted 4 weeks ago

Search Jobs

Job Description

VMware Professional Services helps customers unleash the power of VMware technology to drive their desired outcomes. Our broad expertise, deep knowledge of VMware technology and concentrated focus on our customers' business and IT goals, helps them to reduce risk and complexity, accelerate adoption, strengthen their team's skills, and drive innovation.

We are outcome-focused, holistic, and consultative in accelerating customer value, developing and executing strategies across people, process and technology that build progressive capabilities in our customers' organizations. We not only help customers get the most out of VMware software, we help them extend their aperture beyond what they thought was possible, then build and execute a plan to get there.

VMware Professional Services is committed to offering a collaborative and supportive working environment with a full enablement plan and the opportunity to develop in the latest cloud, mobility and security technologies and solutions. We promote an inclusive atmosphere where your voice will be heard, and where you will be part of a dynamic team working in partnership with each other.

We are looking for conscientious and responsible individuals who can build on our successful track record and come with us on the next stage of our journey!

As a Senior Client Solutions Executive (CSE), for Global Accounts Central you will develop and execute the strategic sales business plan, while managing the full sales cycle of all deals in the assigned territory, following up on incoming or self-generated leads, answering industry, company and technical questions, negotiating terms and prices, and closing deals. Solution Selling experience is paramount to help customers realize the greatest return on investment of VMware technologies. A key success indicator will include experience as an evangelist selling a disruptive technology and solutions with a hunter, 'feet on the street' attitude. The CSE will be focused on building the business with laser focus on demonstrating the unique value proposition our offerings bring to the market and customers. The Senior Client Solutions Executive (CSE) will demonstrate effective leadership skills in building the business and sales ecosystem to exceed revenue expectations and grow into a leadership role. The CSE role is distinguished by additional specialized knowledge in breadth and/or depth, as well as a record of success in sales. Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways. Has expert level knowledge of company products and services and may be tasked with introducing new products.


  • Strategically drive new business in selected accounts in close synergy with the account teams and manage assigned services sales and revenue targets.

  • Use specialty expertise to penetrate the segment and evangelize VMware solutions to customers on a partnership basis, or act as a dedicated resource to other strategic accounts.

  • Target and cultivate a professional and consultative relationship with the customer, at the executive level and management levels, purchasing and practitioner/IT level, by developing a core understanding of the unique business needs of the customer within their industry.

  • Take a leadership role and accountability in working with cross-functional teams to develop winning proposals and submissions (RFQs, RFIs, RFPs).

  • Work with the Channel and Alliance teams to identify and formalize relationships with key partners and 3rd parties involved in the advising on and selling of Software Defined Datacenter (SDDC) and End User Computing (EUC), solu1ons.

  • Generate new opportunities through existing relationships, collaborative team selling, and by identifying and driving new opportunities within your assigned customer base.

  • Follow up on incoming leads, schedule and present in remote or onsite meetings.

  • Follow up continuously on all potential sales pursuits, negotiate terms/pricing/contracts and advance them to close.

  • Manage virtual sales teams assigned to proposal, SOW and work order creation and contracts required for business execution.

  • Report key metrics (revenue and opportunity forecast, pipeline, opportunity status, challenges, and needs) accurately and in a timely manner

  • Participate in weekly sales meetings to present/assess the status of all existing pipeline of leads, opportunities as well as potential future target companies and pursuit strategies.

  • Align with appropriate delivery teams to leverage follow-on business from one delivery project to another. Attend to major Project Milestones and executive Reviews

  • Play a leadership role as an expert in the field and act as a mentor/teacher to other team members


  • A minimum of 10+ years as a Consulting sales or integration professional in the technology space, with focused experience selling into Enterprise accounts. (insert the Geo/Division/Segment) Demonstrated knowledge in Digital Transformation and Cloud Services with emphasis on board experience in virtualization, storage, security, networking and/or data center technologies, as well as User Application focus

  • Must have strong process adherence skills to ensure multiple sales cycles are executed from opportunity identification to delivery execution, ensuring all required elements are completed efficiently.

  • Comprehensive knowledge of budget cycles, procurement processes, and contract vehicles

  • Experience in business marketing/coordination and submission of winning proposals (RFQs, RFIs, RFPs), effective contract negotiations, appropriate/applicable interpretation of contract terms and conditions, issue identification, risk mitigation and ensuring post-win customer satisfaction

  • Demonstrated experience in closing large, solution-oriented opportunities

  • Experience in proactively managing a regional sales territory, to include evangelizing VMware technology, identifying and pursuing consulting opportunities and generating new or incremental business.

  • Demonstrated expertise in consultative solution selling and business development skills to align the customer's needs with our solution to drive sales and close deals.

  • Must be aggressive self-starter with strong relationship management and negotiation skills

  • Have excellent written, verbal and formal presentation skills to client audiences ranging from technical implementers through CTO/CIO levels.

  • Ability to coordinate, navigate and motivate the range of internal/external influencers to select and implement virtualization and mobility solutions.

  • Know strength and weaknesses of key competitors in the Cloud computing, virtualization, mobility and security industry and how to leverage this knowledge.

  • Ability to travel up to 50% of the time

Certification and Education:

  • BS in Computer Science or other technical field highly desired; related experience considered in lieu of formal technical training

Why Choose VMware?

  • Make an impact on your career path; grow professionally and personally by accessing our in-house learning & development opportunities & education assistance program.

  • Voice your creative solutions to new and existing problems and watch them become initiatives.

  • Thrive in a unique work environment where the emphasis reflects our values of Execution, Passion, Integrity, Customers and Community.

  • Earn a competitive compensation package with performance- based bonuses and increases, a generous benefits package that really takes care of your needs and unexpected perks that make working here fun!

Apply Now - Let's explore

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
Client Business Executive Western Region

Co-Op Financial Services

Posted 1 week ago

VIEW JOBS 3/28/2020 12:00:00 AM 2020-06-26T00:00 The Opportunity CO-OP Financial Services is bringing digital transformation to the credit union movement. We're creating innovative technology solutions that help not-for-profit credit unions best serve their members and compete with the big banks. As a result, our world-class team is growing faster than ever! If you're passionate about technology and want to be part of a purpose-driven organization, this is an exciting opportunity to provide real value and help shape the future of human-centered financial services. We are seeking a talented Client Business Executive to conduct onsite visits with clients nationwide and serves as an executive-level liaison. In addition, the incumbent analyzes, markets, presents, demonstrates, and sells products and services. What You Can Look Forward to * Develops and maintains a high level of client satisfaction, especially at the executive level. * Assists assigned clients with growth of portfolio. * Initiates cross sale of CO-OP products and services to assigned credit unions. * Meets with Senior Executives on a consistent basis including CU leaders and Payment strategy leaders. * Takes ownership of maintaining and growing the client relationships including the successful renewal of contracts. * Coordinates the necessary activities needed to improve client satisfaction at all levels of each customer's organization. * Communicates effectively with the customer and all areas within CO-OP. * Establishes and maintains long term relationships at all executive levels. * Develops and creates a strategic brief for target clients. * Prepares detailed post visit reports. * Identifies indicators that may be negative and develops plan to overcome these indicators. * Connects Payment Strategy to Corporate Strategy. * Responsible for reporting risks that are identified to the appropriate team and/or management. Additionally, responsible for managing, monitoring and reporting risks within the scope of your work area, to include, but not limited to Information Security risks. * Actively supports our CO-OP culture and embraces our core values of Work as Partners, Communicate Openly and Honestly, Demonstrate Excellence and Champion Change in all interactions. What You'll Need to Succeed * Completion of high school, or equivalent. * Bachelor's degree in related field or equivalent work experience plus 1-2 years' experience in payments and payment innovation, or equivalent training and/or experience. * Knowledge of all CO-OP products and services. * Knowledge of the credit union industry. * Knowledge of the financial industry, specifically credit, debit and ATM. * Experienced knowledge of key account management. * Knowledge of contract negotiations, portfolio analysis and effective marketing practices. * Excellent communication, organizational and proven leadership skills. * Strong negotiation skills. * Strong presentation skills. Why Join CO-OP? You will be part of an organization that focuses on a strong culture and embodies the credit union movement philosophy of People Helping People. CO-OP's commitment to reflecting our own core values and purpose extends beyond how we serve our clients and the products that we deliver. We are committed to understanding, attracting and engaging a diverse workforce where every employee can live up to their value; ensuring that our employee base reflects the consumers we serve. The result of this effort is an inclusive environment where diverse talent thrives. With more than 35 years of industry leadership, CO-OP Financial Services is the largest, most comprehensive credit union service organization in the nation. CO-OP serves as THE credit union technology engine, bringing payments solutions, engagement services and strategic counsel to help credit unions optimize member experiences to consistently provide seamless, personalized multi-channel offerings, while delivering secure, sophisticated fraud mitigation service. CO-OP serves more than 3,000 client credit unions, with 60 million debit and credit cardholders, nearly 30,000 surcharge-free ATMs and more than 5,600 shared branches nationwide. Our vast technological ecosystem facilitates more than 6.5 billion transactions every year and equips credit unions of all sizes to deepen member engagement and prosper in the fast-paced world of fintech. The Perks * Fun, challenging and, collaborative work environment with passionate colleagues that care deeply about the intersection of technology and human-centered financial services. * Great Work/Life Benefits - Paid Time Off (PTO), Maternity, Parental, Family Care, Adoption Leave Programs, Community Volunteer Time Off, and 10 Paid Holidays. * Health benefits - medical, dental, & vision plus wellness programs and gym reimbursements. * 401K with generous company match. * Tuition reimbursement. Co-Op Financial Services Olympia WA

Senior Client Solutions Executive Global Accounts West Region

Vmware, Inc.