Commerical Account Executive - East PA Job
VMware - Lansdale, PA

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Posting Title Commerical Account Executive - East PA About Us VMware is the leader in virtualization and cloud infrastructure 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 IT. We enable people and organizations by radically simplifying IT through software virtualization with a focus on three core missions: End-User Computing (EUC), Hybrid Cloud and Software-Defined Data Center (SDDC). Join our community – instigators of innovation and transformers of technology – as we envision and create what’s next in IT. Get connected to an engine of opportunity fueled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT. With 13,000+ employees and 50+ locations worldwide, we are passionately driven to make an impact while contributing back to the community. Learn more at today! Job Description 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.

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
  • BA/BS degree or higher, or equivalent job related experience
  • Ability to travel 30 – 50% of the time in specified territory Location Lansdale, PA, US Is this a remote or multiple location position? Yes Requisition Number 43090BR EEO Statement VMware is an equal opportunity employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Equal opportunity and consideration are afforded to all qualified applicants and employees in personnel actions, which include: recruiting and hiring, selection for training, promotion, rates of pay or other compensation, transfer, discipline, demotion, layoff or termination. VMware does not unlawfully discriminate on the basis of race, color, religion, sexual orientation, marital status, pregnancy, gender identity, gender expression, family medical history or genetic information, citizenship, national origin or ancestry, sex, age, physical or mental disability, medical condition, veteran status, military status, or any other basis protected by federal, state or local law, ordinance or regulation. VMware also makes reasonable accommodations for disabled employees consistent with applicable law. Further, it is the policy of VMware to maintain a working environment free of all forms of harassment. Note To Applicant: Please disable your pop-up blocker prior to clicking “Apply”

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VMware is the leader in cloud infrastructure, business mobility and virtualization software. A pioneer in the use of virtualization and...