Business Summary:

VMware is the leader in virtualization and hybrid cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era. A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

Job Role and Responsibilities:

We are looking for a proven and experienced, but dynamic and creative Hyperconverged Infrastructure (HCI) Sales Specialist in the Federal Defense region. The Sales Specialist is responsible for selling VMware’s Cloud Foundation and vSAN-based HCI products, leveraging an extended team that includes VMware’s core sales force, SEs, OEM partners and channel partners. This includes prospecting, developing, forecasting and closing opportunities directly and through channels. This extended team is driven to a common goal within an assigned territory.

HCI is a key component of VMware’s Software Defined Data Center (SDDC) strategy. Cloud Foundation and vSAN enable customers to achieve the agility, flexibility, and cost savings required to keep up with modern IT requirements. With our products, virtualization environments are enabled to abstract & simplify storage management, achieving a dramatic increase in performance and cost savings, while automating workflows to accelerate applications and services delivery.

This is an opportunity to join an exciting and rapidly growing business within VMware.

• You are responsible for selling VMware’s HCI product portfolio – Cloud Foundation, vSAN, and VxRail - across your assigned territory
• You will drive account sales strategy for the HCI portfolio across your territory and establish sales cadence with core account teams
• You are responsible for moving transactions through the entire sales cycle, from early prospecting to forecasting to closure
• Adopt account portfolio sales enablement and strategy with channel partners
• Collaborate with Systems Engineers, Inside Sales and the channel to ensure complete coverage of entire account portfolio.
• Prospect new opportunities for HCI within your territory
• Match the HCI solution to the customer’s mission needs, challenges, and technical requirements
• Develop solution proposals encompassing all aspects HCI
• Work closely with SEs, Storage Architects, IT Administrators and senior IT executives to successfully move each opportunity through the customer’s evaluation process
• Participate in the development, presentation, and sales of our HCI value proposition

Required Skills:

• 8+ years of experience in related software industry
• Experience selling in both a direct and an indirect or channel driven model
• Experience leading a team of professionals in sales campaigns that include sales executives, field SEs, Inside Sales, Field Marketing, Services, etc.
• Ability to operate in large, complex, matrixed organizations
• Experience selling platform products, such as Virtualization, Operating Systems, SAN systems, Databases, and other enterprise infrastructure
• Industry expertise in storage, especially experience in selling to virtualization and storage personnel in enterprise IT departments
• Consistent track record of successful selling in a highly competitive environment
• Experience in strategic and value selling, including managing six and seven figure transactions.
• Experience winning net new accounts as well as selling into whitespace within existing install base
• Proven experience to penetrate new “green-field” accounts and establish relationships at the senior leadership level or with relevant stakeholders within accounts
• Able to manage a high-volume, transactional business with many deals being developed and closed simultaneously
• You have a BA/BS degree or higher, or equivalent job-related experience

Preferred Skills:

Our team looks for individuals who embody our values of humility, compassion, collaboration above isolationism, respectfulness, integrity, and good-natured fun. Additionally, we prefer:

• You have experience in Software, Cloud, or Infrastructure such as Compute, Network, Storage
• You have Federal enterprise software company experience
• Do you excel in strategic and value selling? including managing six, seven, and eight figure transactions?
• Have you had success winning net new accounts as well as selling into white space within existing install base?

Travel: 30-50%

Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Work From Home: No
Posted Date: 2020-02-25

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: 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.