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Senior Cloud Management Sales Specialist

VMware Seattle

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Business Summary:

VMware is the leader in virtualization and 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 extraordinary people want to work long term by living our values of passion, innovation, execution, collaboration, 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 Description:

The Sr Cloud Management Specialist (CMS) is an outside/field sales position responsible for developing new sales pipeline for Cloud Management products by working directly with customers, as well as by partnering with Regional Directors (RD’s) and core Account Executives for strategic planning and target/prospect identification. The strategic focus of the Cloud Management Specialist is to build and drive Cloud Management pipeline by spending time with customers, develop close internal relationships with other sales team members, be a guide on messaging and the competitive landscape, work effectively with partners and understand how Cloud Management solutions help to transform VMware customers into digital businesses.

The Sales Specialist will work directly with customers and their internal team to identify business needs and increase sales pipeline. She/he will identify top deals for collaboration with Account Executives to qualify and close new business focused on the adoption of VMware’s Software Defined Data Center. The Cloud Management specialist provides specific industry and product expertise to drive new business, build customer loyalty, and facilitate the closing of sales opportunities to achieve vCloud Suite and Cloud Management business objectives within an assigned sales region. This person should have a strong professional sales skill set and be willing to pursue a territory with a strategic vision and tenacity. She/he will need to be an active listener and creative in her/his approach. Be comfortable asking difficult questions, positioning the vision to an audience, and focused on business outcomes.

Key Job Responsibilities:

  • Act as a business partner with the Regional Sales Director, SE Manager, and Services Sales Executive to build, maintain, and execute a business plan with goals and objectives for the region based on the regional SWOT and VMware’s strategic direction
  • Be operationally excellent in the day-to-day running of the business including (but not limited to) pipeline development, forecasting, account planning, sales cycle management, collaboration, teamwork, and best practice sharing
  • Lead multiple customer sales cycles from qualification through close; effectively orchestrating necessary resources, completing required sales activities (RFI/RFP, customer qualification, requirements gathering, solution development, business validation, TCO/ROI), and developing close plans to execute with account teams
  • Work effectively as both a specialist (subject matter authority) in support of a Regional Director to help build a healthy Cloud Management ‘franchise’. This requires assessing the pipeline and business outlook to discover the needs for the RD’s business as it relates to people skills, marketing programs, enablement initiatives, and key resource investments for top deals
  • Interact closely with core account exec, as well as directly leading independent sales cycles
  • Develop positive relationships with key decision makers and influencers within customer accounts by providing insights and value that establishes credibility and trust
  • Maintain a strong technical knowledge of our Cloud Management products and services, as well as industry trends, customer adoption and other solutions
  • Work with Field Marketing to develop and execute marketing plans and presenting at industry events and customer briefings
  • Provide knowledge transfer to field sales on industry/solutions

Key Requirements:

  • 8+ years in enterprise software sales at industry leading companies. With a consistent record of achieving business objectives, in a highly challenging environment, working with fortune 1000 companies.
  • Do you posses sound consultative sales skills with selling experience at the C-level / VP Level?
  • Domain experience selling in Datacenter Space. Ideally expertise across-compute, network, storage, management and cloud.
  • Possess in-depth knowledge of the IT Management business vertical, industry trends, end-user challenges and competitive landscape.
  • Strong business management, planning, execution, and sales skills.
  • Strong communication and presentation skills.
  • Strong services acumen to drive solutions (product and services) that reduce cost, improve agility, and delivery reliability to IT partners.
  • Advanced knowledge of value selling methodologies, processes and tools.
  • Strong business analytical skills including developing business cases and Financial Models including ROI/TCO.
  • Ability to understand and present VMware's vision, strategy and organization.
  • Working knowledge of, Excel, PowerPoint desired.
  • BA/BS degree or equivalent experience
  • Ability to be in front of the customer 50-60% of the time

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