Senior Account Executive - UKI

The Elevator Pitch: Why will you enjoy this new opportunity? We are looking for an experienced successful Senior Account Executive to join our Corporate Sales team in UK&I at VMware. You will bring passion, drive and a genuine customer-first approach to help our Corporate customers achieve their digital transformation goals. You will own the customer engagement whilst orchestrating a team of specialists to identify, develop and deliver value-based opportunities benefitting the customer and VMware. Your efforts will help to establish VMware as a critical business partner, building a sustainable reputation around our technology solutions and in the way we do business. You will work on some of the largest enterprise businesses in the UK, many with global reach. Each customer will bring a variety of challenges and opportunities, demanding all of your skills and experience to engage stakeholders and business processes. Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? 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. As the face of the business, our customers' success will come from great communication skills, effective planning and delivery, and a relentless curiosity for learning and application. 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. By the end of your first 12 months at VMware you should have established 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 Account Executive will own between 15-25 customers. You will be sharing your deep expertise in optimizing complex software solutions in this industry with customers. You will be sharing your expertise in optimizing complex software solutions in this industry with customers. You will be completing deal cycles in on average 6 to 12 months. Successful Account Managers maximise 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 a range of stakeholders, including quarterly reviews and executive briefings. You will cover a breadth 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 a 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 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 practices 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 Account Executive role is Neil Ryan, Senior Sales Manager of Corporate Accounts for UK&I. Neil has been with VMware 5 years and leads a team of 8 account managers supported by a team of Solutions Engineers (SE’s) and Business Unit Specialists covering the technology portfolio. Neil brings a coaching-led management style, built on many years of IT experience in leading and developing teams to build sustainable customer relationships. He holds a deep philosophy for customer curiosity, relentless energy and team contribution. Neil’s team is UK&I based, connecting regularly each week for team engagement, pipeline development and learning sessions. Where is the role located? 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 classes Category : Sales Subcategory: Field Sales Experience: Business Leadership Full Time/ Part Time: Full Time Posted Date: 2023-02-07 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.