Search JobsJob DescriptionThe Elevator Pitch: Why will you enjoy this new opportunity?VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 Enterprise and SMB customers to thrive in the Cloud Era. A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace. Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today. The VMware Global Account Program serves approximately 100 of VMware’s largest customers. These premier accounts are managed by a team of experienced Global Client Directors (GCDs) and Global Account Managers (GAM) with the objective to establish a significant VMWare footprint in the largest and most influential corporations worldwide. Our selling is focused on our customers primary business initiatives and connecting our value to our customers business value. Our Value Selling strategy is the investment of time, talent and technology from VMWare and our partners to invent (transform) our customers business for their benefit. This strategic objective is being accomplished using a highly focused and experienced account management, marketing, and engineering teams, as well as substantial executive level engagement. Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?The key performance outcome is the leadership, managing and coaching of your direct and extended teams, including internal and external partners, in delivering innovative, strategic and transformational value to your customer which leads to a delighted customer, and bookings and revenue growth for VMware. You will set the strategy for the global service provider account and ensure this strategy is executed. You will maintain a high-touch and trusted advisor status. You will meet or exceed business goals and revenue targets. You will demonstrate your account sales leader, people manager and business leader skills across the following areas:Rapidly understand VMware, its direct markets, channels and resources and assess quickly where additional support and emphasis is requiredConstruct deals and sell large multi-product, integrated solutions and services utilizing strategic partnerships which drive business outcomesManage tactical business while investing in larger, longer term strategic opportunitiesManage contract and pricing strategyLead, co-ordinate and influence on a global basis, the activities of pre-sales (systems engineering), consulting (post-sales/implementation/professional services), channel managers and marketing, working with functional leaders to ensure the right skills and resources are made available in support of accelerating deals and delivery for your customer.Maintain operational excellence in the day-to-day running of the business including (but not limited to) accurate forecasting, robust pipeline development in line with targets, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing.Build, lead, motivate and/or expand the Global Account Sales team as needed, by recruiting and developing a world class, diverse and inclusive team of Global Account Executives capable of selling a complex software stack in a value-based consultative selling model.Provide professional leadership coaching and mentorship of the account team to help drive their success as individuals and members of the team.Be responsible for significant key partner relationship management and developmentBe a strong communicator with ability to write and speak in a way that clearly articulates a point of view for VMware and your customer.What skills and competencies will lead to excellence in this role:Proven success and track record selling technology in a global account and solution selling.Experience with driving, shaping and executing large, global deals with Service Providers, including problem-solving, negotiation, strategic account planning skills that you have developed over the past 15+ years selling.Experience, over 10+ years preferred, working with Board and C-Suite level executives with service provider customers and in building necessary business relationships throughout the customer’s organization.Sales leadership in a global software organization with significant matrixed sales management responsibility. Building, inspiring and management of teams to succeed and work effectively with and across all levels of the organization. Development of an exceptional team of sales professionals.Technical wherewithal to lead sales of existing and emerging leading-edge technologies.Experience of commercial and contractual negotiations with a complex set of customers.Self-starter who takes initiatives and works with limited direction.What will distinguish the best candidates:Candidates who embody our ‘EPIC2’ values - Execution, Passion, Integrity, Customers and Community. Team members who are logically curious, interpersonal, customer focused and able to find the humor in situations tend to thrive at VMware. Highly trust-worthy individuals who maintain and expect high standards for self and team.Familiarity with Target Account Selling or another established sales methodologyHighly trusted individual who maintains and expects high standards for self and team, and is experienced in developing and growing high-performance teams.Experience in attracting, developing and retaining talentSelf-starter with a high level of commitment and energyField sales experience in Cloud, SaaS and SubscriptionA bachelor’s degree; Master’s degree strongly preferredWilling and able to travel up to 50% of the time.What is the leadership like for this role? What is the structure and culture of the team?You will report to a seasoned leader in a culture of trust, inclusiveness, respect, collaboration and accountability. In addition to your direct leader, your peers and extended leadership team across Globals have 20+ years of experience varying in skills providing the opportunity to learn and build upon existing skills to help with continuous growth. The VMware Global Accounts Program serves the largest, most strategic global customers across multiple geographies, representing the entire portfolio with a single, unified team, and to help our customers achieve their goals on a global scale.Where is this role located?This role is considered flexible and will be a mix of working from a local VMware office and remote depending on your preferences.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 https://benefits.vmware.com/Medical Coverage, Retirement, and Parental Leave Plans for All Family TypesGenerous Time Off Programs40 hours of paid time to volunteer in your communityRethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilitiesFinancial contributions to your ongoing development (conference participation, trainings, course work, etc.)Wellness reimbursement and online fitness and wellbeing group classes#LI-TJAECKLE#LIRemoteThis job requisition is not eligible for employment-based immigration sponsorship by VMware.This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.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. Search Jobs
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