The world is changing fast! Corporations are all feeling immense pressure to offer work from anywhere or buy from anywhere technology. They are in desperate need for an IT infrastructure that lets employees and customers access applications from any device, anywhere, on any cloud, all while being secure.

VMware provides the solution. You won’t find another company that offers the breadth of innovative technology designed for an unpredictable world. This is why you will love selling for one of the most highly regarded brands in the IT and Cloud Services industry. Our 350,000 enterprise and business customers (which includes 98% of Fortune 500) rely on VMware to make their digital transformation possible.

As the Strategic Account Executive your primary focus is solution selling, including orchestrating a holistic sales approach and leveraging VMware’s Solution Engineering, Product Specialists, Professional Services, Partner Channel, Inside Sales and other resources to drive net new revenue for the company. VMware has and continues to build a top performing sales team with the desire, determination, and skillset to deliver a world class customer experience to our clients.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

The primary objective of this position is to lead the account strategy for the Sales Segment. Learn and understand the assigned customers’ business model and match the VMware solution to the business needs and technical requirements leveraging a long-term engagement model to build a sustainable business.
Account Executives strengthen existing relationships within the assigned accounts and elevate VMware to a more strategic position by aligning with the executives at each client
You will be accountable for quarterly booking targets for selling VMware products (focused on Sub/SaaS) across compute, network, storage, security, datacenter management, and cloud (private and public) services, along with professional services, and educational offerings.
You will need to orchestrate sales activities through effective collaboration, leadership, and coaching of internal teams/specialists and external partners on how to position and close VMware solutions. You will work closely with selected partners including VARs, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners.
You will be expected to support Partners in negotiating large deals with deeply complex terms, conditions, prices pressures and considerations. This will require you to be capable of accurately assessing general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor.
Multiple years of solutions and software sales. Hyperscalers sales exp is preferred.
Bachelor’s degree; Master’s degree strongly preferred.

What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

Travel 50% of the time meeting with and presenting to current and prospective local customers
Increase customer spending through ‘Whitespace’ and ‘Wallet share’ selling motions in assigned accounts.
Support and provide guidance to both field and partner marketing events.
Coordination within an internal set of multi-functional teams such as Solution Engineers, Product Specialists, Inside Sales, Field Marketing, Professional Services, and Channel Management and external partners as described previously.
Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly, and quarterly basis via Salesforce.com

What is the structure and culture of the team like?

The team culture is highly collaborative, respectful, and there are lots of resources to help you succeed.

Where is this role located?

Home Office – Texas

What are the benefits and perks of working at VMware?

You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting https://benefits.vmware.com/.

Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
Generous Time Off Programs
40 hours of paid time to volunteer in your community.
Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities.
Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
Wellness reimbursement and online fitness and wellbeing group classes

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

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This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

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.

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