Job Description

Business Summary:

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.

The VMware Global Account Program serves approximately 100 of VMwares largest customers. These premier accounts are led by a team of experienced Global Account Managers (GAM) with the objective to establish a significant VMWare footprint in the largest and most influential corporations worldwide.Our selling is focused on our customers primary business initiatives and connecting our value to our customers business value. Our Value Selling strategy is the investment of time, talent and technology from VMWare and our partners to invent (transform) our customers business for their benefit. This strategic objective is being accomplished using a highly focused and experienced account management, marketing, and engineering teams, as well as substantial executive level engagement.

Job Role and Responsibility:

The Global Account Manager (GAM) has principle responsibility for VMware sales to the most significant accounts within the VMware customer base while the Global Account Executive (GAE) will support the Global Account Manager and be aligned to a particular portion of their customers business. Both the GAM and the GAE report into the Region Director but the GAE is matrixed to the GAM.

The individual in this role will be responsible for supporting the overall account management including the creation and execution of the strategic account plan, goal obtainment and revenue growth. The GAE takes a consultative approach to selling and works with the account team toward a trusted advisor status serving as the executive contact across the customer on behalf of VMware, communicating VMwares unique value. Supports the overall account strategy and matrix management of sales, specialist and partner resources to ensure value-added benefits and deeper/wider reach into the customer. The GAE is responsible for supporting the GAM to take share from our competitors. Supports the setting of the global account strategy that drives new VMware revenue through the ownership and implementation of an actionable, business-outcome based account plan.

* Supports the implementation of business case & value selling strategies which align the customers needs, up to the Board/C-Suite, to VMware solutions and services including the development of business cases with specific metrics & ROIs identified
* Manages tactical business while investing in larger, longer term strategic opportunities in support of the GAM
* Constructs and sells large multi-product, integrated solutions and services utilizing strategic partnerships which drive business outcomes
* Maintains high touch and trusted advisor status with the customer establishing trust
* Maintains operational command of the business through forecast accuracy and demand generation
* Supports the GAM to act as an inspired leader for a large extended team of virtual resources to ensure consistent and effective team engagement and ensuring optimal usage of resources across management, supporting and partner organizations

Required Skills

* At least 8 years of experience in technology sales
* Demonstrated track record of proven success within past sales roles
* Proven experience managing in a matrix work environment
* Comfortable working with C level executives at Fortune 500 companies and building necessary business relationships throughout the organization
* Knowledgeable in all facets of compute technologies

Preferred Skills:

Our team looks for candidates who embody our EPIC2 values - Execution, Passion, Integrity, Customers and Community. Team members who are logically curious, interpersonal, customer focused and able to find the humor in situations tend to thrive at VMware.

* At least 3 years of experience as a Global/Strategic Account Manager/Executive
* Established and referenceable relationships with key contacts in designated account(s)
* Familiar with Target Account Selling or another established sales methodology
* Highly trusted individual who maintains and expects high standards for self and team
* Self-starter with a high level of commitment and energy

This job requisition is not eligible for employment-based immigration sponsored by VMware.

Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-01-29

Global Accounts: VMwares Global Account team plays a vital role in our companys success. We serve more than 100 of VMwares largest customers, who contribute more than $1 billion a year in new product and services revenue. Were obsessed with our customers success, and were laser-focused on finding new ways to help them overcome challenges, generate greater revenue, and exceed their business goals. Our key strategy is called Co-Innovation, where we work with customers to apply the right talent and technology from VMware and our partners to transform the customers business for their benefit. Are you ready to help us grow VMwares presence among our premier customers? As part of our team, youll gain the skills, knowledge, experience, and confidence to boldly drive new business solutions for some of the worlds largest and most influential companies.

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape whats possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: 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.