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The Elevator Pitch: Why will you enjoy this new opportunity?
We are best positioned to provide the software platforms and infrastructure for this distributed, Multi-Cloud world. We have the core building block technologies, open-source experience, and enterprise expertise. Customers trust us and we have the track record of already solving the challenges of heterogeneity in their environments. They are familiar with and love our tech. We are the platform for 75+% of their workloads in the datacenter. As a standalone company, we can now serve as a neutral trusted advisor to CIOs, Dev team leaders and CTOs. We are a team of 37,000 strong, working together to drive multi-cloud innovation for our customers while collectively helping the company transform. Our 350,000 enterprise and business customers (which includes 98% of Fortune 500) rely on VMware to make their digital transformation possible. In this journey you will love selling for one of the most highly regarded brands in the IT and Cloud Services industry.
As the Account Executive your primary focus is aimed at closing larger strategic business while maintaining sustained transactional sales growth. Collaborating with the entire partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical. Without you and the work of your partners, the money doesn’t flow in!
Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?
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The primary objective of this position is to co-develop a partner and end-user strategy for the territory of Chennai to cover in tandem and hit an annual revenue target. 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.
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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 region including leading VARs, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners.
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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.
The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
· Solidify existing customer accounts and elevate VMware to a more strategic position within most accounts.
· Match the VMware solution to the customer’s business needs, challenges, and technical requirements.
· Develop opportunities into working (real) funnel valued at 3-5 times expected revenue goals on an ongoing (quarterly/annual) basis.
· Map and maintain relationships at all levels within the complete accounts ecosystem – CxO’s, IT Heads, policy makers, consultants, advisers, partners and other key decision makers and influencers.
· Support and provide guidance to both field and partner marketing events
· Accurately forecast license / Subscription bookings, specific products revenue, 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 is Ragesh Kannoth. Ragesh has over 20 years’ experience running Channel Sales, Direct Sales, Account Management, and customer handling ensuring organizational business growth as well as been involved in solution selling, Application Software, Platform Software, IT Infrastructure Products, Virtualization and Cloud Solution. He manages South Commercial business.
Where is this role located?
This role will be based out of Chennai.
Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2022-09-20
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.
