¬count Executive Enterprise - Opportunity for Working Remotely

The Elevator Pitch: Why will you enjoy this new opportunity? The world is changing fast! Corporations, governments, schools, hospitals 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 breath 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. The Enterprise Team is a high-energy, passionate team of salespeople with a desire to succeed and drive the digital transformation within the most relevant Customers in the North of Italy. Although you are an individual contributor within the business, you will be part of a team with a strong identity, and a reputation for a high standard of work and achievement. You will have the opportunity to craft and execute on your business plan through your own efforts and through the management of your extended sales team. As the Account Executive your primary focus is aimed at closing larger strategic business while maintaining sustained transactional sales growth. Collaborating with the entire partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical. Who are you? This industry has changed dramatically in the past 3 years in terms of digital strategy and technology adoption, and as such: You will be skilled in the translation between digital business goals for the Telco Sector and the technology solutions selection to deliver these goals leveraging your creativity and dynamism. You are a sales individual who has experience with this customer community at senior level, can prioritize and is adept at building solid repeatable business propositions, particularly in a digital and cloud focused environment. You will have experience in getting results through your own sales engagements and through harnessing the power of the channel. You will possess a deep understanding of the changing environment within the Telco & Media sector and how the drive for digital services, cloud first strategies and cost savings can be used to build positive relationships and to deliver significant sales success. You will have a consistent record of successful and smart selling in this meaningful and changing business environment is crucial. 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 develop a strategy for the Accounts to be covered and hit annual revenue. You will be accountable for quarterly booking targets for selling VMware products (perpetual and SaaS) across compute, network, storage, security, datacenter management, and cloud services, along with packaged services, and educational offerings. You will need to orchestrate the coverage through effective collaboration, leadership, and coaching of internal team/specialists and external partners on how to position and close VMware opportunities. You will work closely with top Partner Executives/Sellers including leading 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. Own and lead the engagement with the CIO/CDIO, CTO and CISO for each of the accounts Develop and grow personal relationships and influence with departmental leaders Grow VMware’s wallet share in each department’s digital service portfolio Selling the complete VMware solution portfolio including products and servicesLearn and understand the assigned accounts’ extended business model and craft offerings and solutions to meet their goals Become as intimate as possible with assigned accounts and bridge the gap to executives while increasing VMware consideration Solidify existing customer accounts and elevate VMware to a more strategic position within key accounts Manage complex enterprise sales campaigns while running a diverse set of partners within the same accounts Match the VMware solution to the customer’s business needs, challenges, and technical requirements Forecasting and account/opportunity detail in SalesForce.com What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? You will be expected to travel (pandemic situation allowing) 30-50% of the time meeting with and presenting to current and prospective customers and for internal and customer events/meetings. You will be expected to increase customer spending through ‘Whitespace’ and ‘Wallet share’ selling motions in assigned geographies. You will have to support and provide guidance to both field and partner marketing events You will need to drive coordination within an internal set of multi-functional teams such as Systems Engineers, Product Specialists, Inside Reps, Field Marketing, Professional Services, and Channel Management and external partners as described previously. You will be expected to accurately forecast license (perpetual and Subscription) bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly, and quarterly basis via Salesforce.com; you will also be expected to drive consumption plans and execute over them Meet and exceed quarterly sales targets and build a rolling Four Quarters pipeline so that you can Build a strong and balanced business across a defined list of accounts in the region Develop and lead customer relationships that range from CIO and CEO and include CTO with a personal network at senior and influential level. You will develop and run sector relationships with a small number of key partners to provide scale and coverage across the entire account list Develop an account plan for each strategic customer, including an executive contact strategy Drive and lead large opportunities to completion and manage partners to help deliver opportunities Success Factors / Competencies High-Performance Salesperson Someone who grows their business and expands into new areas. Development of pipeline from lead generation to close through own initiatives and engagements with partners Someone with leadership capabilities and management potential. We want to see experience of running a virtual team to harness skills and drive a coherent account plan Knowledge of how to sell to Telco & Media customers, and how to influence the influencers Demonstrable innovation and creativity. Proven problem-solving skills. Executive presence and credibility. High level of interpersonal, communication and presentation skills. High energy and passion for the sector itself and the team’s success. Stable and consistent work history What is the leadership like for this role? What is the structure and culture of the team like? The manager for this position is Guilio Isacco Barko. Guilio is the Director of Enterprise Sales and is based in Italy. Guilio has extensive experience as a Sales Director and running strategic alliances across EMEA. He has strong technical background in software and networking solutions. Guilio believes that collaboration and creating psychological safety are the key to building a strong team. He manages at team of six Account Executives and Strategic Account Managers throughout Italy. Where is this role located? Milan or anywhere in the North of Italy Flexible: The role is considered flexible and will be a mix of working from a local VMware office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable non-daily commute of the office. 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 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 Category : Sales Subcategory: Field Sales Experience: Business Leadership Full Time/ Part Time: Full Time Posted Date: 2022-09-05 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.