End User Computing - Field Account Executive

The EUC Field Account Executive will manage accounts within a specific territory within the Commercial segment. The primary role is to maximize sales in the assigned commercial territory. The primary focus is aimed at sustained transactional sales growth amongst the largest sized opportunities within the Commercial segment. Collaborating with the entire iniside sales, partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical.
Role

The EUC Field Account Executive owns all Commercial accounts within a specific geographic territory. Their primary role is to maximize EUC sales in the assigned territory by engaging with the Generalist sales team and leveraging the partner sales community. Their focus is aimed at sales opportunities versus accounts and is achieved by collaborating with multiple departments and partners to identify, develop, accelerate, up-sell and close transactions. It is expected that this role will increase deal win rates as well as accelerate time to close on key opportunities in the territory. Generalist sales team, Partner Business Managers (PBM) and Inside Sales Representatives (ISR) are key team members of the local geographic team with responsibility for identifying, selecting, developing, leading and managing all VMware sales partners in the territory.

Responsibilities
- Co-develop a partner strategy for the territory to cover in tandem with ISR and PBM and execute on the strategy with specific revenue and profitability targets
- Effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware opportunities
- Accountable for a quarterly bookings target for VMware products including packaged services and education offering
- Coordinate appropriate enablement resources to support partner community within the territory
- Work closely with multiple Inside Account Executives to maximize VMware bookings in their assigned geography. This will include end-user sales – always with a Partner, 1 to many Partner and Customer events and Partner recruitment/enablement
- Orchestrate territory coverage with both internal and external partner teams to achieve high level results
- Create and maintain effective partner relationships with partner principles located in assigned territory
- Create and maintain effective internal relationships with sales leaders and sales people located in assigned territory
- Supports and provides guidance to both field and partner marketing events and activities
- Accurately assesses general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor
- Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis
- Align, Manage, and Maintain C Level relationships with all prospective customers and existing customers

Experience Required
- 7+ years of proven selling experience in a fast paced, highly competitive, ever-changing sales environment
- 3 – 5 Years of proven field sales expereince
- Must have exceptional selling, presentation and technical skills with a passion for driving Partner & End-User activity across their region in order to exceed quarterly bookings targets.
- Must be driven to achieve quarterly targets
- Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations
- Comfortable supporting Partners negotiating large deals with extremely complex terms, conditions, price pressures and considerations
- Proven track record working with Partners including Cisco, Dell, EMC, HP IBM, etc. to build strategic and cooperative sales campaigns together
- Domain experience selling in Datacenter Space. Ideally expertise across-compute, network, storage, Management and cloud
- History of coordination within an internal set of multi-functional teams such as Systems Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded
- Must be proficient in data center infrastructure products and technologies
- Must 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 targets.
- Must drive both ‘Whitespace’ and ‘Walletshare’ selling motions in their assigned geographies
- Will work closely with top Partner Executives/Sellers across the U.S. including leading VARs, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners

Core Competencies
- Self-starter who takes initiative and works with limited direction
- Highly trusted individual who maintains and expect high standards for self and team
- Analyzes available data and makes decisions which are best for VMware

Education/Experience
- BA/BS degree or higher;
- Minimum of 8 years’ experience in the industry
Travel
- Ability to travel 50 – 80% of the time

Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Work From Home: Yes
Posted Date: 2020-03-05

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