Strategic Account Manager

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, patients, and families 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 Strategic Account Manager is a primary driver for enterprise and transactional business within a very limited portfolio of strategic enterprise accounts in manufacturing and energy industry. The objective of this role is to focus on the breadth and depth of business priorities with a client, directly solidifying existing customer contacts whilst identifying and closing new revenue from the full portfolio of VMware products and services with the aim of establishing VMware’s relevance at C level and facilitating multimillion $ Enterprise License Agreements. Reporting to the Sales Manager, the Strategic Account Manager is motivated by direct customer contact at CXO level and is responsible for selling the complete VMware solution, products, and services within their customer base. Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? Achieving personal revenue targets by selling VMware solutions into allocated Enterprise accounts within an assigned geographical region, territory, or vertical market. (Approx. 3-5 Accounts) Capturing, understanding, and analysing specific customer business issues and demands and translating them into VMware solutions to build and maintain C level relationships Building focused customer decks that ensure new business development and maintain account growth Orchestrating VMware’s internal resources to drive sales cycles Leveraging companywide marketing and demand generation activities including attendance at specific events e.g., VMware Explore. Accurate forecasting and maintenance of internal sales systems as the opportunity owner and ensuring communication on pipeline status of all revenue streams to line management. Closing sales opportunities and negotiating commercial terms and conditions. Acting as an evangelist for VMware solutions, services, and brand. 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. Success Factors Extensive and relevant experience of selling enterprise software solutions to large enterprise within a high-tech environment. Track record of building and maintaining relationships and credibility as a trusted advisor at C level. Direct experience of negotiating and closing complex contractual agreements (applicants should have experience of Intellectual property rights, commercial liability etc...) Proven history of sales achievement and delivery against target Must be able to demonstrate experience of leading virtual teams and orchestrating resource for maximum effect Competencies Mental agility Adaptability Business Acumen Executive Presence Account Management Solution Selling Resource Orchestration Contract Management Drive for Results Effective Customer Communication Where is this role located? Paris, France 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 Paris 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 behaviour 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: 2023-02-15 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.