Services Sales Executive - Canberra

Services Sales Executive The Elevator Pitch: Why will you enjoy this new opportunity? The VMware Professional Services business is a strategic priority to drive and support the growth engine for the company. We are looking for a dynamic Services Sales Executive who thrives in a fast-paced working environment, who can play an integral role in engaging with our Enterprise customers and who is eager to contribute and be part of high performing sales team at VMware A/NZ. Our team inspires and engages our customers with an outcome focussed approach. We currently have an excellent opportunity within our Professional Services Sales Organisation for a Services Sales Executive to join our team and establish relationships and drive solutions for our customers. The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? In the Professional Services team, we are responsible for the successful deployment and adoption of VMware software by our Government, Enterprise and Commercial customers across Australia and New Zealand, transforming how our customers deliver IT services to their businesses, employees and customers. We are seeking talented people to join and bring their professional services skills. We grow by truly understanding our clients and generating value for them as we achieve great outcomes. We are passionate about our customers and our team. We're passionate about culture, diversity and flexibility because we know these drive high-performing teams who achieve outstanding results. Your success will come from your attitude. Are you passionate about phenomenal customer outcomes? Are you curious to discover innovative ways of working? You will be creating a positive brand around our solutions and building a strong pipeline in your territory to achieve your revenue targets. As an Services Sales Executive, you will need to be an excellent teammate as you collaborate with VMware's Customer and Partner organisations to close engagements with new and existing customers. You're resilient and thrive in new and dynamic environments. We will benefit from your deep knowledge of the services marketplace, cloud and IT environments. VMware consulting services cover the lifecycle of VMware solutions from strategy through design, deployment, upgrade, migration, residency and operations transformation. Key responsibilities: The Client Solutions Executive (CSE) is responsible for identifying, developing and closing consulting and TAM services business through the following activities. Selling - Manage relationships with decision makers in key Enterprise and/or Government accounts - Develop new business through VMware and industry events, and RFPs - Gather customers’ requirements and understand their goals, objectives, strategies, decision-making and procurement processes - Position VMware product and services’ ability to meet customers’ technology and business outcomes - You would work in collaboration with the Advisory, Solutions Architecture, Delivery and offshore Proposal Desk teams to develop proposals and deliver compelling sales presentations Planning and Forecasting - Manage strategic territory and account plans individually and aligned with the product teams - Maintain forecasts for services deals in line with account team and meet quarterly targets for bookings and contract execution YOU ARE - Self-motivated and upbeat, you work as a member of a team and independently, developing long-term strategic and executive level relationships. - A clear thinker and an effective presenter, communicator and negotiator, you effectively lead the development of customer proposals. YOUR KNOWLEDGE AND EXPERIENCE - You adopt a solutions sales/consultative selling approach to sell business and IT outcomes, calling on your understanding of the VMware product range and services offerings in an industry context. - You are able to lead the team to generate proposals that are commercially sound, deliverable and compelling. - You have worked for a services consulting organisation for 3+ years - You have strong relationships with IT decision makers in NSW Government and/or Enterprise accounts MINIMUM ENTRY QUALIFICATIONS - 7 years in Information Technology - Extensive experience in an IT sales role, preferably Services Sales - Bachelor degree in business/computing or equivalent (helpful) - Able to travel up to 25% when required within Australia/NZ and to travel occasionally to Asia Pacific What is the leadership like for this role? What is the structure and culture of the team like? The hiring manager for this role is Preeta Jadhav, Director Professional Services Sales, Australia & New Zealand. Preeta has established a high performing team for the next phase of VMware business growth and its transformation to a SaaS company. With many new members who have joined recently it’s an opportunity to join a newly forming team in its exciting phase of growth and development. The team is very diverse in terms of individual backgrounds, experience, and type of roles within the team itself. It is a great opportunity to be a part of an exciting phase of transformation within the business and across the broader industry, in a team poised for growth, together, delivering ambitious and future critical business outcomes. Where is this role located? The location of this role is situated in proximity to our Sydney office. Work will be done from one of VMware offices/Customer location some days during a week and other days from anywhere. 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 www.benefits.vmware.com. Employee Stock Purchase Plan 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 behaviour challenges, or developmental disabilities Financial contributions to your ongoing development (conference participation, trainings, course work, etc.) Wellness reimbursement and online fitness and wellbeing classes About VMware ? VMware is the leader in cloud infrastructure, business mobility and virtualization software. 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. VMware is a global leader in cloud infrastructure and business mobility. Built on VMware's industry-leading virtualization technology, our solutions deliver a brave new model of IT that is fluid, instant and more secure. With Fiscal 2019 revenues of $8.97 billion, VMware has more than 500,000 customers and 75,000 partners. The company is headquartered in Silicon Valley with offices throughout the world and can be found online at www.vmware.com. VMware is firmly committed to being a great place to work, with a strong focus on work life balance and employee friendly initiatives. It has repeatedly made lists of top 100 places to work. So why choose VMware? o Make an impact on your career path; grow professionally and personally by accessing our in-house learning & development opportunities & education assistance program. o Voice your creative solutions to new and existing problems and watch them become initiatives. o Thrive in a unique work environment where the emphasis reflects our values of Execution, Passion, Integrity, Customers and Community. o Earn a competitive compensation package with performance-based bonuses and increases, a generous benefits package that really takes care of your needs and unexpected perks that make working here fun! 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. Category : Sales Subcategory: Services Sales Experience: Manager and Professional Full Time/ Part Time: Full Time Posted Date: 2022-07-26 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 what’s 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.