Job Role and Responsibilities
The Account Executive’s (AE) primary role is to maximize sales in the assigned commercial account list. The primary focus is aimed at closing larger strategic business while maintaining sustained transactional sales growth. (switched order of primary focus). Collaborating with the entire partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical.
The AE is also tasked 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.
- Co-develop a partner strategy for the territory to cover in tandem and execute on the strategy with specific revenue and profitability targets
- Effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware opportunities
- Accountable for a quarterly bookings target for VMware products (perpetual and SaaS) along with packaged services and education offering
- Will work closely with top Partner Executives/Sellers across the U.S. including leading VARs, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners
- Orchestrate territory coverage with internal extended team/specialists to achieve greater results
- Will build and maintain effective partner relationships with critical partner in territory
- 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
- Must drive both ‘Whitespace’ and ‘Wallet share’ selling motions in assigned geographies
Required Skills
- 4+ years of proven selling experience in a dynamic, highly competitive, ever-changing sales environment
- Comfortable supporting Partners negotiating large deals with deeply complex terms, conditions, price pressures and considerations
- Domain experience selling in Datacenter Space. Ideally expertise across-compute, network, storage, Management and Cloud Services
- 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
- Must be driven to achieve quarterly targets
- 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
- Demonstrate proficiency in data center infrastructure products and technologies
- 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.
Preferred Skills
We look for candidates who share our Core Values: EPIC2 (Execution, Passion, Integrity, Customers and Community).https://careers.vmware.com/
- Highly trusted and committed individual who maintains and expects high standards for self and team
- Analyzes available data and makes decisions which are best for VMware
- BA/BS degree or higher
Ability to travel 30 – 50% of the time
This job requisition is not eligible for employment-based immigration sponsored by VMware
Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
