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, collaboration, 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 Description:

The Commercial Account Executive (CAE) manages a specific named account list. The commercial segment is a partner sale fulfilled role. The CAEs primary role is to maximize sales in the assigned commercial account list. The primary focus is aimed at sustained transactional sales growth as well as closing larger strategic business. Collaborating with the entire partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical.

The CAE owns all non-named accounts within a specific geographic territory. The focus is to improve sales in the territory by leveraging the partner sales community. Their focus is aimed at sales opportunities versus accounts and is achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions. It is expected that this role will increase deal win rates as well as accelerate time to close on key opportunities. Partner Business Managers (PBM) and Inside Sales Representatives (ISR) are key team members of the local geographic team with responsibility for identifying, selecting, developing, leading and managing all VMware sales partners in the territory.

Job Responsibilities

* You will co-develop a partner strategy for the territory to cover in tandem with ISR and PBM and execute on the strategy with specific revenue and profitability targets
* You effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware opportunities
* You are accountable for a quarterly bookings target for VMware products (perpetual and SaaS) along with packaged services and education offering
* You will closely work with ISR to maximize VMware bookings in their assigned geography. This will include end-user sales always with a Partner
* You will orchestrate territory coverage with internal extended team/specialists to achieve greater results
* Will build and maintain effective partner relationships with critical partner in territory
* You support and provide guidance to both field and partner marketing events
* Accurately assesses general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor
* Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis via Salesforce.com

Experience Required:

* Do you possess 7+ years of proven selling experience in a dynamic, highly competitive, ever-changing sales environment
* Do you have exceptional selling, presentation and technical skills with a passion for driving Partner & End-User activity across their region in order to exceed quarterly bookings targets.
* Are you driven to achieve quarterly targets
* You bring an ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations
* Are you comfortable supporting Partners negotiating large deals with deeply complex terms, conditions, price pressures and considerations
* Consistent track record working with Partners including Cisco, Dell Technologies, HP, IBM, etc. to build strategic and collaborative sales campaigns together
* Domain experience selling in Datacenter Space. Ideally expertise across-compute, network, storage, Management and Cloud Services
* History of coordination within an internal set of multi-functional teams such as Systems Engineers, Product Specialists, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded
* You are proficient in data center infrastructure products and technologies
* You possess strong leadership skills and the ability to build a complex Partner and End-User sales strategy to achieve both short & long term goals, objectives and bookings targets.
* You drive both Whitespace and Wallet share selling motions in assigned geographies
* You are able to work closely with top Partner Executives/Sellers across the territory including leading VARs, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners

Core Competencies:

* Self-starter who takes initiative and works with limited direction
* Highly trusted individual who maintains and expect high standards for self and team
* Able to analyse available data and makes decisions which are best for VMware

Preferred Education and Experience:

* BA/BS degree or higher;
* Minimum of 8 years experience in the industry

Travel:

* Ability to travel 30 50% of the time

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2021-03-02

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.