Search JobsJob DescriptionAbout VMware in Norway:VMware is the secure, trusted, digital foundation for critical infrastructure & applications. Across the country, a majority of our IT infrastructure was built on and is standardized on VMware Technology. VMware’s solutions provide a Digital Workspace, Multi-Cloud flexibility, powerful tools for Application Modernization, micro-segmentation with Network Security, and Cyber Security across all of these areas. Our local team of 30 are helping accelerate digital transformation across Norway. They are trusted advisors for IT strategy, security, and architecture. Whether it’s ESG, Employee Experience, Security, Business, and beyond - our team empowers organizations to achieve their strategic priorities.The Elevator Pitch: Why will you enjoy this new opportunity?MacGyver /məˈɡʌɪvə/ verb "to make, form, build, or repair (something) in an improvised or inventive way, making use of whatever items (resources) are at hand”We are looking for a confident, entrepreneurial, high-energy, outward-facing, “outbound” Account Executive to join our sales team at VMware Norway. You will bring integrity, passion, drive, and genuine customer value and a customer success-first approach to help our commercial customers modernize and achieve their digital transformation goals. You will own and be responsible for our customer engagement strategy across many exciting accounts while orchestrating with external partners, and a very small team of internal specialists based in Barcelona - to identify, develop, and deliver value-based opportunities benefitting our customers. Your efforts will help to establish VMware as a critical business partner and build a sustainable reputation around our technology and also in the way we do business. Each customer and partner will bring a variety of challenges and opportunities, demanding all of your skills, endurance, and experience to engage across stakeholders, partners, and business processes. For the right candidate, this role will provide a unique opportunity in a very fast-paced environment. This role will challenge you to go beyond your comfort zone, quickly ramping up, while balancing VMware’s full complex solution portfolio, licensing models, 15+ partners, 3,000+ customers, and a handful of internal stakeholders. Specifically, this role is about having a growth mindset and doing more with less (MacGyver), while scaling your business with our partner community. You will have the opportunity to build and create a formula for consistent success.The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? The Commercial Account Executive (AE) is responsible for the success of thousands of SMB/Commercial customers and works closely with our partners and internal stakeholders to achieve it. You will be both an individual contributor & a team coach - sharing your expertise in business development, cold outreach, events, marketing and building CXO relationships, while optimizing complex software solutions and sales cycles with customers to solve their challenges and reach their goals. As a coach, you will confidently help our key partners with sales best practices and sales planning skills to reduce opportunity risk, enabling them to predictably scale their VMware business and strategy. A typical sales cycle can be anywhere from 3/6/18+ months depending on whether it’s an immediate need or more of a long-term strategic opportunity to be created. Successful AEs creatively maximize their time with customers, and partners - engaging in their business and exploring ways in which VMware can deliver solutions. You will set a regular cadence for engagement with a range of stakeholders, including sales coaching, quarterly reviews and executive briefings. You will confidently cover a breadth of stakeholders from Practitioners, up to C-Suite Executives. Account plans will establish a joint foundation of insight for strategic success. Excellent written and verbal communication skills and an overall professional, consultative approach will set you apart from competitors. You will seek to tactically build an understanding of the customer landscape through discovery activities to build a robust roadmap for sustainable customer partnerships. The VMware way of selling incorporates several technical, financial, and value-based tools that all AEs are expected to master and leverage to the fullest extent. We also work through a 3-tiered delivery model through our Distributors>Partners>Customers. Internally, you will work with specialists across some of our technology areas to identify and develop value-based solutions for your customers. In other areas, you will need to be a specialist. You will be expected to deliver a high-quality standard of account management including opportunity management, pipeline development, and performance reporting. As part of our sales team, your contribution is key to sharing best practices and building industry-wide success stories for the wider business to learn and leverage. The sales team regularly connects each week for team engagement, pipeline development, and monthly learning sessions. This role will test your ability to take on an enormous responsibility, while creatively finding solutions to big challenges, with few resources.What experiences are we looking for in a candidate?Specifically, we are seeking someone with experience in solution-based or technology sales. This individual will have had previous success developing business through outbound (cold-outreach) campaigns, and not reliant on marketing support, previous relationships, or inbound leads. They will have had experience both as “a player” on the team, confident to pick up the phone and sell directly to customers, and as “a coach” either managing a small team, being a team lead, or being a project manager. This role is for someone who appreciates, tries to understand, or is curious about complex technical solutions, and is able to articulate the value in an easy-to-understand way. This is the kind of individual who would patiently enjoy a 10,000-piece jigsaw puzzle, thrives under “positive” stressful situations, and is able to invent new ways of finding success with less.Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? Making an impact early at VMware relies on 3 core elements. Establishing relationships with colleagues, customers, and partners; building solid knowledge and understanding of our technologies; and navigating the sales processes and best practices within our teams. Ideally, 60% of your time will be split between your closest partners and customers yet customer-facing time is key. As the face of VMware’s business to our customers and their success, you will demonstrate great communication and organization skills, and a relentless curiosity for learning & executing with a growth mindset. From day one, you will be managing customer opportunities and expectations in collaboration with your small virtual team based in Barcelona, Spain. By month 3, you will be expected to begin building and sustaining a pipeline of business across customer accounts while leveraging the full breadth of VMware’s solution portfolio. By the end of months 4, 5 and 6 at VMware, you should have established a significant presence, strategy, and impact with your colleagues, partners, and customers with whom you work. By month 12, you will be fully confident and competent in VMware’s solutions, and how to find repeatable success.What is the leadership like for this role? What is the structure and culture of the team like?The Hiring Manager for this role is Andy Stevens, Country Director for VMware Norway. He leads a sales team of 6 Account Executives (AE’s), supported by a team of 3 Senior Solutions Engineers (SE’s), and 10 Specialists covering the full technology portfolio. Andy brings a coaching-led management style, built on his experience of building, growing, and leading confidently proactive sales teams with a growth mindset. He believes that having an entrepreneurial approach to work, a curious approach to customers, and a relentless approach to challenges, will lead to consistent success. “If you believe anything is possible… then everything is possible to achieve.”At VMware Norway we believe in an inclusive “One Team” approach where everyone is welcome, everyone contributes, and everyone is a part of our overall success. While you will be locally responsible for your territory, your team will mostly be situated overseas in Barcelona, Spain. It will consist of an Inside Sales Representative whom you will team up with, a couple of technical specialists, and our local Partner Business Manager in Oslo. Scaling your business together with resources from our focus partners (Atea, Crayon, Move, Proact, TechStep), our distributors (Arrow & Dell), and our Cloud Partners (Sopra Steria, TietoEvry, Intility, and more), will be critical to success.Where is the role located?Flexible: The role is considered flexible and will be a mix of working from our local VMware office in Oslo (Monday-Wednesday), our partners' premises, and potentially remote 2 days a week. You will be expected to live within a reasonable commute of the office in Lysaker/Oslo.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 Plan (Temporarily Unavailable)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 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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