Posting Title |
Regional Account Executive
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 by simplifying, automating and transforming the way they build, deliver and consume Information Technologies. Our team of 11,000+ 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. Learn more at www.vmware.com/careers.
The U.S. Mid-Market & SMB Regional Account Executive (RAE) is a Field Sales and Business Development position accountable for driving/supporting partners in large complex transactions, evangelizing to both customers and partners the benefits of VMware products/solutions and being the primary VMware Field Leader for the VMware Mid-Market & SMB team in their assigned territory. Each RAE 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.
Reports to Senior Director, U.S. Mid-Market & SMB Field Sales
Accountable for a quarterly bookings target for VMware products including packaged services and education offerings;
Will 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;
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;
Will work closely with the VMware Channel/Partner Organization to develop a strong and dependable partner ecosystem that can sell VMware products into their Mid-Market and SMB accounts/prospects;
Strong channel knowledge is a must;
Expected to support partners in large, complex opportunities required direct VMware sales assistance;
Strong executive presence and communications skills; must be comfortable discussing virtualization and datacenter infrastructure technologies with CIO and Partner principals;
Proven ability to work closely with Inside Account Executive leadership and team to maximize joint leverage in each territory across all VMware and Partner resources;
Strong Inside Sales knowledge is a plus.
7+ years of proven selling experience in a fast paced, highly competitive, ever-changing sales environment;
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;
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.
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.
BA/BS degree or higher; MBA preferred.
Minimum of 5 years experience in the industry.
Ability to travel 30 – 50% of the time
Pittsburgh, PA, US
Is this a remote or multiple location position?
VMware - 21 months ago
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VMware is the leader in virtualization and cloud infrastructure solutions that enable businesses to thrive in the Cloud Era. A pioneer in...