Senior VMC Sales Specialist - Opportunity for Working Remotely

Job Description The Elevator Pitch: Why will you enjoy this new opportunity? The VMware Cloud Sales Specialist owns sales responsibility for selling the entire VMware Cloud Services with particular focus on VMware Cloud on AWS, VMware on Dell Private Cloud as a Service, to enterprise and commercial clients. You will be responsible for building a brand around our solutions within your territory, design and execute a business development plan to identify and generate new opportunities and lead those opportunities until closure. Deep knowledge of the cloud services marketplace, hybrid & multi-cloud platforms, complex sales cycles, and VMware’s partner programs and ecosystem will all be essential for success in the role. Experience selling IaaS, PaaS, SaaS and managed services is welcomed. You will work within a very talented team, supported by a dedicated technical architect who will be your partner to build the right and winning solution for your clients. You will interact with account managers in charge of specific clients and segments building and executing business development plans to capture or increase market share within the clients for your portfolio. When things don’t go as expected you analyse what went wrong and make sure next time challenges are overcome differently, frustration is not a word in your dictionary. Achieving success is your ulterior goal, accountability and responsibility until thing gets accomplished -no matter how hard- it’s the medium for you. When challenges arise, you raise the hand together with potential solutions you see. Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? The ideal candidate will manage the full breath of complex sales and ownership of a solution selling, guiding clients and partners through Return on Investment and Business Cases exercises that you will build, understanding deeply client’s business needs and providing business value through the portfolio you oversee. You see a solution where others see a problem. You elevate the conversation and drive content discussions with clients to bring the best client business value. You can become an expert in your portfolio, Able to adapt the message to different audiences both internal at VMware and on client, from technical decision makers to IT Managers to Business decision makers who will ultimately evaluate the need for your portfolio. By the end of your first 12 months at VMware you should be seeing 3x growth of pipeline, increase in monthly occurring revenue per customer, and a significant presence and impact with both your customers and the colleagues with whom you work. The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? An Cloud Sales Specialist will consultative sales especially around the adoption of cloud services in the infrastructure space Demand generation activities, Lead qualification and validation for all the leads and sales opportunities for Cloud Services within your territory Consultative sales especially around the adoption of cloud services in the infrastructure space Your individual customer account plans will establish a foundation of intelligence and insight for both short-term tactical sales opportunities as well as long-term strategic success. Excellent written and verbal communication skills and an overall consultative approach will set you apart from competitors. You will seek to build deep understanding of the customer landscape through great discovery activities and in building robust roadmaps for sustainable customer partnerships. The VMware way of selling incorporates a number of technical, financial and value-based tools that all account managers are expected to master and leverage to the full. Internally, you will collaborate and build positive and programmatic relationships with core Field account managers and Partner sales leaders to ensure the right engagement with clients and partners. As part of a team your contribution is key to sharing best practice and building industry wide success stories for the wider business to learn and leverage. What is the leadership like for this role? What is the structure and culture of the team like? The hiring manager for this Senior Cloud Service Sales role is Ariel Mella, Sales Director VMC on AWS CEMEA. He leads this team of 7 Cloud Sales Specialists supported by a team of Solutions Engineers (SE’s) and Business Unit Specialists covering the technology portfolio. Ariel Mella is a technology & business leader with a strong track record in the information technology industry based on his vast experience going back to the early days of Linux and Open Source technologies in the enterprise. He has broad experience gained from a wide variety of disciplines including P&L management, Sales, Delivery & Technical leadership roles. The team is Germany based, regularly connecting each week for team engagement, pipeline development, project calls, 1:1 coaching and learning sessions. 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. Medical Coverage 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.) Category : Sales Subcategory: Field Sales Experience: Business Leadership Full Time/ Part Time: Full Time Posted Date: 2022-07-28 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.