Search JobsJob DescriptionJob DescriptionWe are looking for an experienced successful Security Enterprise Account Manager to join our Enterprise team in Germany at VMware. You will bring passion, drive and a genuine customer first approach to help our enterprise customers achieve their digital transformation goals.Our exceptional security team is keeping the world safe from cyberattacks through our portfolio of security solutions. By analysing billions of security events per day across the globe, VMware Carbon Black has key insights into attackers’ behaviour’s, enabling customers to detect, respond to and stop emerging attacks. Are you passionate about a groundbreaking technology platform that is disrupting the competition and industry?This role will sit in VMware's Security Business Unit, in Germany; a leader in cloud-native endpoint and workload protection dedicated to keeping the world safe from cyberattacks. The VMware Business unit consolidates endpoint, workload and container protection and IT operations that prevents advanced threats, provides actionable insight, and enables businesses of all sizes to simplify operations. The Regional Enterprise Account Manager is a Field Sales and Business Development position accountable for driving/supporting partners in large complex transactions, evangelizing to both customers and partners the benefits of VMware security products/solutions and being the primary VMware Field Leader in their assigned territory. Each RAE must have exceptional selling, presentation, and technical skills with a passion for driving End-User & Partner activity across their region in order to exceed quarterly bookings targets. The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? Reports to a Snr. Manager Enterprise Sales VMware BUAccountable for a quarterly bookings target for VMware security products including packaged services and education offeringsWill work closely with Pre-Sales/Field Specialists to maximize VMware bookings in their assigned geography and customers.Must be proficient in security and infrastructure products and technologiesMust possess strong leadership skills and the ability to build a complex Partner and End-User sales strategy to achieve both short- & long-term goals, objectives and bookings targetsWill work closely with top Partner Executives/Sellers across the DACH region including leading VARs, Distributors, Corporate Resellers.Strong executive presence and communications skills; must be comfortable discussing security technologies with CIO, CISO and Partner principalsThe Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? sales experience selling endpoint, workload and container security and infrastructure products to corporate enterprisesDemonstrated history of exceeding booking and revenue targetsProven experience developing relationships with different security buyers on levels from decision makers to senior executives (CIO/CISO)Extensive experience negotiating large 6 figure deals with extremely complex terms, conditions, price pressures and considerations Proven track record of selling services as part of a solutionProven persuasion & negotiation skillsAbility to network & prospect across large and medium size enterprise accountsAbility to conduct in depth sales presentations including product demonstrations that highlight key benefits, return on investment and the value of our solution & servicesSalesforce & LinkedIn expertiseAbility to see and present "the big picture" and offer solutions to make it betterStrong customer facing and relationship building skillsKnowledge in selling complex security productsWhat is the leadership like for this role? What is the structure and culture of the team like?The hiring manager leads the SBU Enterprise Sales Team of 7 Sales Specialists within CEMEA. Supported by a team of Solutions Engineers (SE’s) and Business Unit Specialists covering the technology portfolio. Christoph brings a coaching led management style.What are the benefits and perks of working at VMware?You 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.Medical 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.)Equal Employment Opportunity StatementVMware is an Equal Opportunity Employer committed to providing employees with a work environment free of discrimination and harassment. All employment decisions are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, age, physical, mental or sensory disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, HIV status, family medical history or genetic information, family or parental status including pregnancy, 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 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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