Search JobsJob DescriptionJob DescriptionThe Elevator Pitch: Why will you enjoy this new opportunity?On the Hong Kong Global Accounts team, we are the technical leaders on the account, engaging in the most creative phase of the design and finding the right solutions for multi-cloud infrastructure helping our clients with all aspects of their transformation. If you are passionate about working within the most complex customer environments, wake up each day thrilled to drive discussions around application modernization, multi-cloud, or work from anywhere solutions, then you will feel right at home. If you are looking forward to help adopt top of the line technology at a place that gives you ample learning opportunities, then this is the place.Your primary focus will be aimed at building long-term strategic relationships with key financial customers based on their use of VMware solutions, technology, services, and their targeted business outcomes. Every day, we work to solve our customers’ toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes and more; to define the digital foundation that will accelerate the next wave of innovation. Our software and services span Application Modernization, Cloud, Networking & Security and Digital Workspace to achieve this.As the core technologist, collaboration with your internal and external teams will be key to your success. You will also be a critical part of the sales process in helping identify future opportunities based on technical solutions that are fit for purpose. As you work arm-and- arm with the Global Account Manager to consistently overachieve with pride, purpose, and passion.We want you to be excited to join us on this rocket ship and help continue building the relationships that are a foundation of VMware’s success and growth. Your next adventure at VMware is only a click away!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 lead your direct and extended teams, including external Partners, in delivering strategic and transformational value to your customers and in return generating bookings for VMware. You will be accountable for achieving the technical win with VMware led solutions (perpetual and SaaS) across multi-cloud, modern applications, end user, networking, and security, to ultimately achieve quarterly booking targets.As the senior technical resource, you will need to orchestrate account coverage through effective collaboration, leadership, and coaching of internal team/specialists and external partners on how to position and close VMware opportunities. This will require you to be capable of understanding and accurately assessing general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor.In addition to the core objectives above, you will also be accountable for and/or measured on...Within your first 6 months:Become competent with VMware's portfolio, use-cases, and value proposition within Financial ServicesYou will support pre-sale and manage post-sale effort with Account Executive assigned on a specific targeted accountsYou will need to orchestrate territory coverage thought effective collaboration of internal teams/specialistsDevelop (and deliver) onsite and remote product and solution presentations and demonstrationsIdentify additional business development opportunities within the customers organization and ensure these opportunities are effectively covered and followed by the sales teamYou will leverage your cloud, SaaS and subscription solution experience to help our customers succeed and thrive in an evolving IT and application environment.You will apply your experience in the financial and banking industry to build business-focused relationships and outcomes with your customers. Designing the right technology solutions to meet customers' biggest business challenges, taking advantage of a rich portfolio of VMware products and services.Led and co-ordinate responses to RFI/Q/P from a technical perspective for the customerCreate new whiteboard presentations and content with a focus on storytellingWithin your first 12 months:Analyze and understand customer cloud and applications transformation strategy to develop a Future State Architecture in collaboration with your extended teamUnderstand, lead, and drive Cloud Strategy within your account, orchestrating efforts across their vested hyperscalers and define how we can successfully engageDetermine your customers Cloud Operating Model, becoming a trusted advisor in to understand influencers, key tenants (i.e., LCM, Self-Provisioning, etc.), and execution methodologyAssist in the development of product and applications slides for potential customersDesigning the right technology solutions to meet customers' biggest business challenges, taking advantage of a rich portfolio of VMware products and services.Focusing on problem solving and successful customer outcomesDrive and track customer issues / concerns within your account to identify areas that are preventing them from realizing value from our products and in‐ creasing consumptionMigrating or transforming legacy customer solutions to the multi-cloud or cloud nativeYour strong customer facing and relationship building skills, coupled with your listening and questions-based selling skills help you see the “big picture” and develop innovative solutions to your customer’s goalsLeverage and contribute to the Financial Services industry practice at VMware to continually improve your ability to bring value to your customers.Develop a strategy to Migrating or transforming legacy customer solutions to the multi-cloud or cloud nativeWhat type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?Virtual and local face-to-face meetings with customers, partners and co-workers presenting at management or developer levels with confidenceEngage in Financial Services specific solution and business discussions leveraging your experience as a seller and trusted advisor within the Financial Services industry.Potential for 10 to 30% non-local overnight travel for events, non-local customer meetings, sales training, etc.Presenting and demonstrating transformative VMware technologies that can make their strategic vision a reality to Increase customer spending through ‘Whitespace’ and ‘Wallet share’ selling motions within your account Coordination within an internal set of multi-functional teams such as Global Account Managers, Product Specialists, Inside Reps, Field Marketing, Professional Services, and Channel Management and external partners as described previously.Work with the GAM to accurately forecast subscription and license bookings, specific products revenue, PSO bookings and regular basis while focusing on the technical validity of the proposed solution(s)Through close collaboration with sales, professional services, and many other teams, a Global Solutions Consultant builds long term customer relationships, ensuring the customer meets their business challenges through adoption of VMware solutions. Some of the areas and/or background that have had success in the role include those with:BS degree in Engineering, Computer Science, MIS or similar technical discipline; Experience within financial services, either as a vendor or direct employment; Understanding of infrastructure-based solutions and the abstraction required in VMware solutionsExperience with one of the public cloud service AWS, AZURE or GCP Experience in DevOps environments with GitHub/Lab, CI/CD and KubernetesAt VMware you will benefit from an exceptional work-life balance and unparalleled career growth potential, alongside regular mentorship, buddying and networking opportunities across VMware.What is the leadership like for this role? What is the structure and culture of the team like?You would be reporting to 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 the HK Team have 20+ years of experience varying in skills from hardware, software, customer environments, and start-ups. Each providing the opportunity to learn from and build upon the skills to help you with your continuous growth.Where is this role located?The role will be working from a local VMware office in Hong Kong. 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 PlanFinancial contributions to your ongoing development (conference participation, trainings, course work, etc.)Wellness reimbursement and online fitness and wellbeing classesMedical Coverage and Parental Leave Plans Generous Time Off Programs40 hours of paid time to volunteer in your communityOther intangible benefits include:Close alignment with our executive leadership teamBeing at the tip of the technical spear with one of our most strategic accountsVMware 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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