Enterprise Account Manager

Are you passionate, driven and focused on the customer?Do you want to be able to take a world leading vision and platform to the market every day?Do you want to be at the forefront of solving the next generation of customer challenges?VMware is the leader in agile and consistent infrastructure and cloud solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume technology for business outcomes. We enable people and organizations by radically simplifying IT through software virtualization with a focus core missions: End-User Computing (EUC), Hybrid Cloud, Software-Defined Data Center (SDDC) and Containers.Are you a high-energy, self-motivated person seeking a new challenge in software sales? VMware is looking for a new Enterprise Account Manager to join our ACT Sales team.As an Enterprise Account Manager, you will be responsible for developing and closing business with our Defence and MSI customers which represent significant opportunity both strategically and from a revenue perspective to the company.This role specifically will look after key accounts. Your ability to coordinate internal stakeholders and take the entire VMware virtual team on a journey is critical in this role. A high degree of collaboration skills and the ability to manage via influence will you succeed here.Using well-developed people skills in consultative selling you are confident in engaging key partners in the customers business from practitioner to C level, both within IT and business units. The Enterprise Account Manager discovers the customer’s business issues and develops a strategic plan to address them by working in partnership with VMware in the short and long term. Then articulates this back into VMware and using the cross functional virtual teams to define and execute on a sales strategy that delivers revenue and business outcomes.ResponsibilitiesBuild pipeline in allocated accounts (both existing and prospective), ensuring the healthy balance of sales stage maturity required to consistently deliver in the current quarter and the longer term.Create a detailed strategy for each account to position and sell VMware key product priorities.Collaborating with the VMware Channel community to ensure early engagement and strong alignment and in some cases use as part of a virtual sales teamRegular two-way communication and promote team collaboration with internal resources such as technical, marketing, specialists and professional services on the needs and business issues of the customer, the sales strategy and status, acting as the primary driver of business in allocated accounts.Utilise Value Selling sales methodology including VMware sales tools and process as amended from time to time, to communicate, report, track and run sales.Create and maintain Account Plans for all major customersCreate an executive peering plan for allocated accounts and as required prepare effective executive briefs in a timely manner. Education and ExperienceMin 8-10 years technology related sales experienceTertiary qualification in Business (or similar) or equivalent commercial experienceExperience of working in a matrixed organizationValidated ability to engage at C-level for the purposes of solution selling, establishing peer relationships, articulating strategic visionExperience operating in a Channel driven sales environment with complex global alliancesConsistent track record of achieving business objectives including revenue goals, in a highly high-reaching environment, working with commercial and enterprise clientsExperience selling platforms that deliver specific business value to customersExperience in maintaining relationships and influence within a customer and with external third parties that formulate a customer’s critical thinking and actionsStrong experience leading a multi-functional team in complex engagementsCategory : SalesSubcategory: Field SalesExperience: Business LeadershipFull Time/ Part Time: Full TimePosted Date: 2021-04-19VMware 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. This employer is a corporate member of myGwork, the business community for LGBTQ+ professionals, graduates, inclusive employers & anyone who believes in workplace equality.