DirecciónJob Description
The Elevator Pitch : Why will you enjoy this new opportunity?
At VMware the End User Computing (EUC) solution set is a platform for our customers, which includes technologies focused on improving end users’ productivity and mobility, mitigating excessive costs, and to securely enable a user to be able to work on any device from anywhere within the context of a Digital Workspace.
The End User Computing Account Executive will drive the End User Computing business across our Global Customers for Italy & Iberia.
The primary role will manage the relationship at CxO level with these Global Accounts. You will work with mobility specialists, core sales teams, partners and independently to build their business.
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 the relations with these accounts and increase our End User Computing footprint.
This is a strategic role driving the VMware End-User-Computing business with European Global Customers. You will join a dynamic, diverse, and globally distributed team.
You’ll be part of a high growth EUC (End User Computing) business and help customer build and execute a secure Workspace Anywhere solution, which is highly relevant for all customers today.
Our customers will bring a variety of challenges and opportunities, demanding all your skills and experience to engage across stakeholders and business processes.
In this role, you will have the opportunity to bring your passion, drive and a genuine customer first approach to help our global customers and their partners achieve their hybrid workforce goals whilst ensuring global consistency, global engagement, global relationships, and ultimately revenue generation that exceeds defined targets.
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.
To achieve this you will :
- Within 30 days, you will have started and partially completed your initial on-boarding trainings, gotten to know the entire extended VMware GAM team and have had the opportunity to develop a deep understanding of the VMware offerings.
- Within 60 days, you will be creating a model for sustainable growth, developing the activity that supports a healthy pipeline.
You will be comfortable with the VMware business model and the approaches to developing the growth and new opportunities needed to achieve your goals.
You will have met with customers and begun to identify approaches to accelerate their hybrid workforce goals.
- Within 90 days, you will be comfortable building sales approaches on each of the different Sales Plays, as well as with day-to-day execution, and you will be able to bring your own style and experience to the table.
- From there you will have become a key member of the GAM team and will be able to position the VMware Workplace Anywhere Strategy within the broader customer transformation strategy including their existing and partner ecosystem.
The Work : What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
- You will be selling to a the most important European Global Accounts (located in Germany and potentially other countries), taking initiative, and working with limited direction whilst balancing creativity, entrepreneurship and risk taking.
- Being member of a team in a matrix work environment, you will seek to build deep understanding of the customer landscapes through great discovery activities and in building robust roadmaps for sustainable customer partnerships.
The VMware way of selling incorporates a number of technical, financial, and value-based tools that all account managers are expected to master and leverage to the full.
This also includes updating the Forecast and Pipeline Management tools (SFDC) on a weekly basis according to VMware standards.
By contributing your view to various customer account plans you will establish a foundation of intelligence and insight for both short-term tactical sales opportunities as well as long-term strategic success.
Excellent written and verbal communication skills with the ability to translate technical thoughts to everyday language and an overall consultative approach will set you apart from competitors.
- You will need to ensure global consistency, global engagement, global relationships, and ultimately revenue generation that exceeds defined targets.
- Successful Senior EUC Sales Specialists maximise their time with customers, engaging in their business and exploring ways in which VMware can deliver solutions.
You will be working with C Level executives at Fortune 500 companies and building necessary business relationships throughout the organization.
- You will be working in the role of a highly trusted individual who maintains and expects high standards for themselves and the team.
- Internally, you will work with Global Account Managers to identify and develop value based EUC solutions for your customers.
You will be expected to deliver high standards of customer account management practice including opportunity management, pipeline development and performance reporting.
As part of a team your contribution is key to sharing best practice and building industry wide success stories for the wider business to learn and leverage.
What is the structure and culture of the team like?
The team culture is one based on building trust, on-going development, very open, inviting, and collaborative. We respect your individuality and are committed to creating an environment where all voices are heard.
Where is this role located?
This role can be done from office or flexible / remote, and is positioned for candidates based in Milan, Italy.
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. .
- Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
- Generous Time Off Programs
- 40 hours of paid time to volunteer in your community.
- Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities.
- Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
- Wellness reimbursement and online fitness and wellbeing classes
