Senior Enterprise Account Executive - Opportunity for Working Remotely

Your next adventure at VMware is only a click away! At VMware, we are committed to helping our people grow professionally. Our talented employees exemplify our shared values and continue to drive our company to new heights. If you see a position that might be right for you, we encourage you to apply and continue to be a part of our EPIC2 community. Job Description The Elevator Pitch: Why will you enjoy this new opportunity? If you love building deep relationships with customers and seeing how technology can help them transform their business, this Senior Enterprise Account Executive position will allow you to do that within our Utilities & Chemical Enterprise team. You will bring passion, drive and a genuine “customer first approach” to help our enterprise customers achieve their digital transformation goals. VMware is one of the most recognizable brands in IT software and helps 98% of Fortune 500 companies build, run, and secure their digital infrastructure. Your efforts will strengthen VMware’s reputation not only has a provider of essential software but as a critical business partner for how they unlock their technology vision moving forward. You will work on some of the largest Utility Enterprise businesses in Germany, some of them with global reach. Each customer will bring a variety of challenges and opportunities, demanding all your skills and experience to engage across stakeholders and business processes. Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? You will be managing customer opportunities from day one, in collaboration with your virtual team, and be expected to build and sustain a pipeline of business across customer accounts, leveraging the full breadth of the VMware solutions portfolio (Apps, Cloud, Networking, Workspace, Security). Making an impact early at VMware relies on 3 core elements. Establishing relationships with colleagues, customers and partners; building solid knowledge and understanding of our technologies; and navigating the sales processes and best practices within our teams. You will work on some of the largest Utility Enterprise businesses in Germany, some of them with global reach. Each customer will bring a variety of challenges and opportunities, your primary purpose will be to identify how VMware solutions can solve those challenges and increase the customers adoption and consumption of the software every month. 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? A Senior Enterprise Account Executive manages typically up to 3 large enterprise customers. The relevant position will be focused on customers within the utilities and chemical industry. You will be utilizing your deep expertise to position and optimize complex software solutions within the relevant industry customers. Successful Senior Account Executives maximize their time with customers, engaging in their business and exploring ways in which VMware can deliver solutions. You will set a regular cadence for engagement with the range of stakeholders, including quarterly reviews and executive briefings. You will cover a breath of stakeholders from department managers up to the c-suite executives. 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 several technical, financial and value-based tools that all Account Executives are expected to master and leverage to the full. Internally, you will work with specialists from across each of our technology areas to identify and develop value-based solutions for your customers. You will be expected to deliver high standards of customer account management practice including opportunity management, pipeline development and performance reporting. 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 Enterprise Account Executive role is Björn Stengel, Director Enterprise Accounts Germany. He leads the Utilities Enterprise vertical, supported by a team of Solutions Engineers (SE’s) and Business Unit Specialists covering the technology portfolio. Björn Stengel brings a coaching led management style, built on over a decade of experience in covering Enterprise and Global Customers, as well as leading and developing teams to build sustainable customer relationships. He has relentless energy and a passion for customer curiosity, developing people and team contribution. The team is Germany based, regularly connecting each week for team engagement, pipeline development, project calls, 1:1 coaching and learning sessions. Category : Sales Subcategory: Field Sales Experience: Business Leadership Full Time/ Part Time: Full Time Posted Date: 2023-01-11 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.