Strategic Renewals Account Manager

The Elevator Pitch: Why will you enjoy this new opportunity? As a Strategic Renewals Account Manage (SRAM), you are responsible for managing high value and complex License Renewal agreements and SaaS conversions across VMware’s largest and most strategic customers.. As a SRAM, being in the Revenue Lifecycle Management embraces a personalized experience focused on helping you continuously achieve outcomes throughout your VMware career. Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? Success will come from forging commercial relationships with field sales, using entitlement analytics and deployment assessments to enable and accelerate VMware Subscription strategy, the sales process and educating the field on the a renewal event. Growing and knowing VMware corporate strategy will be a key focus to enable you to have strategic renewal conversations with a client, enabling VMware future growth and success. Interact, compile and summarize various data sources and proactively work with both our Field account executives and customers with strategic product and service discussions. Foster great relationships with key stakeholders, coupled with pipeline hygiene and top-notch forecasting is what will set you up for success. The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? You will manage the Renewals within the ANZ region and answer customer inquiries, identify opportunities and help the facilitation of closing deals. You will be empowered to negotiate renewals, Subscription conversions and potential ELAs (Enterprise License Agreements) to protect the Install Base and to ensure we get the best deal for the customer and VMware. The purpose is to drive high retention rates across renewals in addition to leveraging the renewal event to increase the net new license attach rate by cross selling and upselling VMware’s emerging technologies and adding new services. This person will be required to work with cross functional departments such as license sales, global support, PSO to ensure alignment and to drive increased customer success and adoption. Success will come from forging strategic relationships with field sales and educating the field on how a renewal event can drive a net new Enterprise Agreement for VMware. What is the leadership like for this role? What is the structure and culture of the team like? The Strategic Renewals Account Manager reports directly to the Senior Manager of Renewals ANZ, we strive on being the leaders in team culture and every one of us is driven to support each other succeed. Where is the role located? The role is based out of VMware’s Sydney office and is open to candidates in the surrounding area. 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: Inside Sales Experience: Manager and Professional Full Time/ Part Time: Full Time Posted Date: 2022-04-01 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.