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
Job Role and Responsibilities:
As a Enterprise Account Manager, you will act as a primary driver for enterprise and transactional business within a limited portfolio of 10 strategic enterprise accounts in the Telco, Utilities and Services Industries.
Reporting to the Sales Director, the Enterprise Account Manager is motivated by direct customer contact at CXO level and 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. Responsible for selling the complete VMware portfolio of products and services within a list of 10 Enterprise accounts 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 Collect, understand and analyze specific customer business issues and demands and translating them into VMware solutions to build and maintain C level relationships 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 Build focused account plans that ensure new business development and maintain account growth Accurately forecast bookings on a weekly, monthly and quarterly basis
Required Skills: Are you the quaterbacking the account, orchestrating resources and selling solutions to your customers? You have experience selling complex solutions, requiring implementation, integration and Professional Services to execute You are a Self-starter with a high energy level 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 Proven history of sales achievement and delivery against target Able to work across IT, Ops, Dev/Ops and Line of Business leaders
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 within Telco, Utilities and Services Industries.
We are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation or age.
Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2021-01-27
Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.
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