VMware Enterprise Account Executive - Iowa in Des Moines, Iowa

Business Summary

The Enterprise Account Teams are made up of Enterprise Account Executives. Within this market segment the sales executive is responsible for a coordinated sales approach with VMware’s internal and external sales team. This extended team is driven to a common goal within a set number of named Fortune 2000 accounts. The mission of this group is to solidify existing customer accounts and elevate VMware to a more strategic partner in the customer’s business.

Job Role and Responsibility

  • Responsible for selling the complete VMware solution, products, and services within a list of 4 large enterprise accounts

  • Drive account portfolio sales strategy and establish sales cadence with the corporate account team

  • Adopt account portfolio sales strategy leveraging channel partners

  • Collaborate with Systems Engineering, Inside Sales and channel partners to ensure complete coverage of entire account portfolio.

  • Develop and manage a partner strategy by selecting a set of “preferred” partners, develop a collaborative account planning and enable channel partners to be an extension of VMware sales force

  • Learn and understand the assigned accounts extended business model and create offerings and solutions to meet corporate goals

  • Solidify existing customer accounts and elevate VMware to a more strategic position within all accounts

  • Match the VMware solution to the customer’s business needs, challenges, and technical requirements

  • Move the transaction through the entire sales cycle

  • Drive virtualization adoption and identify new opportunities within accounts

  • Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis

  • Ability to communicate the business value and/or ROI of proposed products and solutions

  • Utilize VMware EPIC2 values (Execution, Passion, Integrity, Customers, Community) to conduct day to day business

Required Skills

  • 10 years of experience in related software industry with at least 5 years in a selling role to enterprise accounts

  • Experience selling in both a direct and an indirect or channel driven model

  • Experience leading a team of professionals in sales campaigns that include sales executives, field SE’s, Inside Sales, Field Marketing, Services, etc.

  • Domain experience selling in Datacenter Space. Ideally expertise across-compute, network, storage, Management and cloud

  • Experience selling complex solutions, requiring integration (solutions being sold and with existing customer investments) and Professional Services to execute

  • Proven track record of over achieving quota in a highly competitive, fast paced environment

  • Experience orchestrating complex multimillion dollar solution sales from business champion to the CEO level

Core Competencies

  • Self-starter with a high energy level

  • Ability to work with all levels of individuals

  • Proven track record of quota over-achievement

  • Excellent communicator, both written and verbal

  • Dynamic presenter with the ability to translate technical thoughts to everyday language

Preferred Skills

  • BA/BS degree or higher, or equivalent job related experience

Travel

  • Estimated travel is 30%

Must have selling expertise, a major, in Applications, Enterprise Management or Cloud with a minor in Compute, Network, Storage

· Domain experience selling in Datacenter Space

· Has proven track record with working with the channel, SISOs

· Experience selling complex solutions, requiring implementation, integration and Professional Services to execute

· Experience building demand with cycle times of 6-24 months

· Ideally able to network to LOB leader, CxO – but at a minimum able to work across IT, Ops, AppOps/Dev-admin

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.