Commerical Account Executive - Colorado Job
Mozy - Aurora, CO

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The Commercial Account Executive (CAE) owns named accounts, and non-named commercial accounts within a specific geographic territory. The CAE’s primary role is to maximize sales in the assigned territory through leveraging the partner sales community. The primary focus is aimed at sales opportunities versus accounts and is achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions. It is expected that this role will increase deal win rates as well as accelerate time to close on key opportunities in the territory. Partner Business Managers (PBM) and Inside Sales Representatives (ISR) are key team members of the local geographic team with responsibility for identifying, selecting, developing, leading and managing all VMware sales partners in the territory.

Responsibilities
Co-develop a partner strategy for the territory to cover in tandem with ISR and PBM and execute on the strategy with specific revenue and profitability targets
- Effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware opportunities

- Coordinate appropriate enablement resources to support partner community within the territory
- Orchestrate territory coverage with both internal and external partner teams to achieve high level results
- Create and maintain effective partner relationships with partner principles located in assigned territory
- Supports and provides guidance to both field and partner marketing events and activities
- Accurately assesses general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor
- Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis

Experience Required
- Minimum of 6+ years experience in related software industry
- Must have experience working in a channel driven model in either a direct or indirect capacity
- Track record of developing sales through Partners covering a geographic territory (versus a named territory)
- Proven ability to recognize, analyze, take action on go-to-market approaches, marketing programs, joint value propositions and business cases around strategic partnerships
- Proven track record of cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing and technical management
Must have strong relationships with top tier partners
- Proven track record of success selling in a highly competitive environment

Education
- BA/BS degree or higher, or equivalent job related experience

Travel
- Ability to travel 30 – 50% of the time in specified territory

Mozy - 19 months ago - save job - copy to clipboard
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Mozy is the leader in online data backup for consumers and businesses. With more than 750,000 users and 20,000 business customers, Mozy...