Senior Territory Account Executive

The Elevator Pitch: Why will you enjoy this new opportunity? We are looking for a confident outward facing Senior Territory Account Manager to join our sales team at VMware Middle Europe Region, with focus on customers from Croatia and Slovenia. You will bring passion, drive, and a genuine customer success first approach to help our commercial customers achieve their digital transformation goals. You will need to orchestrate territory 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 across the Southeast Europe. including leading VARs, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners. 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 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. 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. Ideally, you will spend 60% of your time with your customers and partners on the field. From day one, you will be managing customer opportunities in collaboration with your team. Over time you will be expected to build and sustain a pipeline of business across customer accounts, while leveraging the full breadth of VMware’s solution portfolio. By the end of your first 12 months at VMware, you should have established a significant presence and impact with your customers, colleagues, and partners 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? The Senior Territory Account Manager is responsible for the success of Customers and works closely with our partners and internal stakeholders to achieve it. You will be sharing your expertise in business development, cold outreach, events, marketing, building CXO relationships, and optimizing complex software solutions with customers to solve their challenges and reach their goals. A typical sales cycle can be anywhere from 6 to 18+ months depending on whether it’s a short-term tactical solution sale, or more of a long-term strategic sales opportunity to be pursued. Account plans will establish a joint foundation of insight for strategic success. Excellent written and verbal communication skills, and an overall professional, consultative approach will set you apart from competitors. Internally, you will work with specialists across each of our technology areas to identify and develop value-based solutions for your customers. You will be expected to deliver a high-quality standard of account management including opportunity management, pipeline development, and performance reporting. As part of our sales 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? Territory Account Manager should have an entrepreneurial approach to work, a creative approach to customers and their challenges, to feel good as a part of VMware sales team and enjoy in what he/she is doing. Where is this role located? Remote: This role is fully remote, allowing you the flexibility to work from the location you feel most productive and comfortable. You will be expected to live at the primary location (Zagreb, Croatia). Category : Sales Subcategory: Field Sales Experience: Business Leadership Full Time/ Part Time: Full Time Posted Date: 2022-06-28 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.