Senior Strategic Account Manager, Public Sector 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 and customers 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. Therefore, 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. As the Strategic Account Manager for Public Sector, your primary focus is aimed at growing depth in a set of high potential public sector customers in Singapore. The profile of these customers are typically ones that has already adopted VMware technology extensively. This role aims to continue alignment with these strategic customers and ensure VMware is positioned as their strategic technology vendor to drive innovation for their organization. You will leverage on VMware’ advanced solutions to drive their digital transformation, application modernization and multi-cloud journey. You will also collaborate with our strategic partners to identify, develop, bid and close joint solutions. Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? The primary objective of this position is to develop a set of strategic public sector accounts to their full potential. You will work closely with the account system engineer and cross functional specialist, partner, professional services & marketing teams to come up with an account plan and strategy for these customers. You will leverage on the robust depth of VMware solution to create value for our customer’s application modernization, workplace & cloud transformation journey. You will be accountable for quarterly booking targets for selling VMware products (perpetual and SaaS) across compute, network, storage, security, datacenter management, and cloud services, along with packaged services, and educational offerings. You will need to orchestrate territory coverage through effective collaboration and leadership of internal team/specialists and external partners to align on the engagement with our customers to adopt VMware solutions. You will be expected to support strategic 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. You will work with the extended team and partners to ensure successful adoption and consumption of VMware technologies. What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? Customer face-to-face or online meetings to understand customer’s business and project requirements. Increase customer spending through adoption of VMware technologies on-premise or in cloud. 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. Engage customer executives to align on vision and ensure VMware solutions drive innovation and agility in their organizations. Collaborate with marketing to drive customer participation in thought leadership round-tables, events and technology immersion at our digital innovation hub. Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly, and quarterly basis via Salesforce.com What is the leadership like for this role? What is the structure and culture of the team like? The manager for this position will be the Director of Sales, Public Sector, who leads a team of public sector sales. The public sector sales team works closely with the system engineering team to form the core account team. The team is highly collaborative and is supported by the partner, marketing, professional services and product specialist teams. This extended team ensures you receive the right expertise and resource to support your customer in their adoption across the VMware portfolio and ecosystem. Our public sector team has a joint mission to help the Singapore government transform digitally, making every citizen and public service a better experience for everyone. Where is this role located? This role is located in Singapore with offices located at Suntec Tower 4. 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 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: 2022-12-07 Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises. 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.