Search JobsJob DescriptionThe Elevator Pitch: Why you will enjoy this new opportunity?The Multi-Cloud Management BU within VMware is looking for a dynamic Sales Specialist for GAM in Central EMEA. Multi-cloud is the new normal for our customers and VMware is uniquely positioned to provide technology that solves the complex challenges of working across multiple cloud platforms. This market is growing at a phenomenal rate and we have seen double digit growth year over year. MCM is also at the forefront of the transition to SaaS and Subscription which brings even greater opportunity to provide value to customers and the opportunity to succeed.As a Specialist focused on GAM accounts in CEMEA, you will be working with the largest and most important customers within the business. These are complex accounts and will require strategic thinking and experience of running in-depth sales processes and working with multiple senior stakeholders.Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? In the first 30 days of the role, you will need to start building a solid foundational understanding of the Cloud Management technology suite of products and the commercial offerings that are available to customers. You will also be required to start building relationships internally with the local GAM teams and management for the CEMEA region.In the first 180 days, there will be an expectation that you understand the Multi-Cloud Management products and Cloud Operating Model pitch well enough to pitch to Customers with the support of an SE. You will have built good relationships with all GAM accounts in CEMEA and will have started to build account plans and sales strategies in order to start building pipeline for the next half year.Within 360 days, you will have expert level knowledge of our products and be able to negotiate complex commercial models with customers and provide support to the GAM teams in building larger ELA offers. You will have established strong relationships with the account teams and with key stakeholders in our customers. You will have built a strong pipeline and will be executing/exceeding targets for the CEMEA GAM region.The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? Manage all CEMEA Global Accounts with the goal of increasing company revenue by generating sales from new opportunities and the transition to SaaS/Subscription.Working closely and building relationships with the GAM teams to identify opportunities and drive sales motions within the accountsWorking with DMT and Offer Management to meet the complex commercial needs of our largest customersPrepare & implement account plans that identify specific “profile fit” targets for opportunities.Demonstrate solution selling techniques, leveraging deep product knowledge, to uncover customer challenges and deliver valuable solutions.Drive an efficient sales cycle from initial meeting to close.Build long-term relationships with customers and stay connected in order to expand business.Forecast accurately, manage and build a growing pipeline.What is the leadership like for this role? What is the structure and culture of the team like?in this role you will be part of a small dynamic team that is focused on execution but also very supportive of each other. In EMEA there is one GAM Sales Specialist per region and you will be reporting to Ciaran Fitzgerald, EMEA MCM GAM leader.Ciaran’s management philosophy is built around encouraging everyone on the team to be independent thinkers and to take ownership of their own region, without feeling like he is looking over their shoulder. Ciaran looks for people who can think out-of-the-box with sales strategies and who can execute deals to meet targets, whilst doing their best for our customers.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 http://benefits.vmeare.comEmployee Stock Purchase PlanMedical Coverage 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 behaviour challenges, or developmental disabilitiesFinancial contributions to your ongoing development (conference participation, trainings, course work, etc.)Wellness reimbursement and online fitness and wellbeing classesVMware 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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