Why will you enjoy this new opportunity?
The world is changing fast! VMware is uniquely positioned to unlock opportunities for people and our planet. We provide the digital foundation for transforming business innovation. This is why you will love being a member of our leading customer-centric team and share in the success of an industry pioneering company that embraces EPIC2 values. Our 350,000 enterprise and business customers (which includes 98% of Fortune 500) rely on VMware to make their digital transformation possible.
As a Solution Engineer (SE), you will collaborate with your peer Account Executive (AE) and various Sales Specialists to generate pipeline and grow transformational deals across a set of State, Local Gov't and Higher Education, (SLED) accounts. You will:
Be responsible for owning a cross-solution architecture that optimizes the value of the VMware portfolio to address customers' business issues and further their strategic goals.
Work in partnership with your AE to manage the business in your assigned territory(ies)
Manage the technical relationships and take ownership for the technical aspects of the sales cycle, essentially becoming the account 'CTO'
Drive innovation and collaboration across technical experts and the extended team.
Define the technical vision in your accounts, and guide the customer to their desired business outcomes
Leverage the technical expertise of the entire partner ecosystem to identify, develop, design, accelerate, and innovate
We aspire to guide and support our customers through transformational change, so they can offer best-in-class customer experiences.
As you join VMware, you will be part of a team that defines how to run the business and operations in a multi-cloud world. The new multi-cloud business strategies need to allow customers to capitalize on the unique capabilities and innovative technologies offered from a variety of cloud vendors. How exciting, to strategize and architect solutions that provide customers with the flexibility to move workloads among clouds in ways that optimize efficiency, cost and compliance. Be part of the team that helps customers build meaningful and citizen-centric solutions. Bring your ideas into the fold and become part of the trusted team responsible for accelerating innovation in an unpredictable world.
Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?
Execution: The role of the Solution Engineer requires a 'CTO' mindset that acts as a technical lead and a business partner to the AE, who together define the strategy and territory plan for their SLED accounts. You will own the discovery of their cloud adoption their application modernization and cloud operating model. Once you have this understanding, you will educate them on our exciting solutions that can address their challenges while offering innovative solutions to step them into their future state. It will require effort and teamwork, but you will lean into key on-going relationships to foster buy-in at multiple levels on their future state architecture. Ultimately, the core team is accountable for positioning the entire VMware portfolio. This is a consultative role, and you will evolve the roadmap with an overlay team of technical specialists, as you guide your customer to their best solution.
Passion : As an Solution Engineer, you enjoy building deep, consultative relationships with your customers, and effectively becoming a trusted advisor. You understand the customer's high-level business objectives, and map these to industry best practices leveraging VMware solutions to take the customer on their transformation journey. We look for someone who embraces a growth mindset, is passionate about learning and loves sharing the technical advancements of VMware, with our customers. As the Solution Engineer, you confidently lead high-level technology discussions to a variety of audiences and identifies appropriate resources to further workstreams.
Integrity: You establish ethical working relationships with VMware specialist teams, sales leadership, professional services, leading VARs, Channel partners and Cloud/Hosting Partners. You will also develop and nurture relationships across the VMware community and contribute to a respectful and diverse culture of accountability.
Customer: Customer-centric behaviors are essential for the Solution Engineer to build deep, consultative relationships focused on listening and understanding challenges, to find simple solutions. Building trust with your customers is the foundation for success at VMware. You must learn to think like your customers and speak their language. You will earn or lose their trust in each action you take or dismiss. This obsession with your customer will define their relationship with you.
Community: As a Solution Engineer, you are best when you use the power of community to learn, share best practices and innovate new solutions. That is why you embrace a community of peers, broader customer groups and industry forums to connect with and share ideas. For example, you can participate in the established VMware User Group that engages in many technical community activities. Each year, as we host VMworld, our annual conference, you can tap into the top leading engineers around innovation in everything from modern applications to multi-cloud. VMware is also committed to making a global impact by offering our own VMware Foundation with various donation match programs to give you the chance to make an impact in your community in a variety of ways. These are all options to make a difference in the circle of communities you choose.
The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
Leveraging a consultative approach you will listen, discover, research and learn all about your customers and the territory you and your AE, support. You will partner to create a GTM sales approach for the territory to exceed your quota every quarter.
Providing technical knowledge and industry trends you will help customers understand how VMware can solve their business challenges and meet their business goals. Working with the extended team, you will document a customer current state and develop an iterative future state architecture to guide the customer through their multi-cloud transformation journey.
Developing and nurturing trusted relationships within the territory, both internally and externally you build of forum of ideas and technical exchange with your customers. The territory will be comprised of state and higher education accounts where VMware will be emphasizing cloud consumption and app modernization to deliver best-in-class experiences to citizens and students.
Learning continuously across technology pillars with a focus on your chosen specialization, you will complete training plans, and focused workshops. Leveraging the newly acquired knowledge, you will impart that into your designs and develop new use cases to position and sell solutions across the full VMware portfolio that deliver your customer's business goals.
Coordinating with the multi-functional teams you will execute your territory business plans. You will collaborate across your team matrix and drive accounts plans, leaning on your field teams which includes Sales Specialists, Solution Specialists, Partner Business Managers, Field Marketing, Professional Services, and Technical Account Managers and Partners and Resellers.
Understanding the sales process, pipeline tracking, and your agreed upon sales goals, you will meet with your supporting teams weekly to ensure activities in your customer accounts are tracking to your KPIs and goals.
As with most sales positions during covid, we have been able to use technology to work remotely and maintain our customer relationships. It is hard to predict the future, but as travel resumes, we will need the Solution Engineer to be in territory to meet with their customers. Travel is around 25% and is mostly regional with occasional overnights for customer meetings, summits, and conferences.
What is the leadership like for this role? What is the structure and culture of the team like?
As a Solution Engineer, you are an influential leader, and you have a voice to provide input and ask for assistance as a representative of your customers. You are the technical leader for your customer and the internal VMware extended technical team. You orchestrate and connect the resources accordingly and serve the best interest of the customer and their business. You will leverage consultative selling and the use of Future State Architectures to help customers map and achieve their 3 - 5-year business goals which include their journey to the Cloud, the modernization of legacy applications and modern workspaces; all with a focus on security.
Your peers on the Solution Engineering team represent a breath of expertise and world class talent. The team collaborates well, works together to solve problems and help each other as needed. They are goal-oriented, enjoy sharing in their successes, leverage their networks and internal resources to help each other resolve challenges. Our team is enabled to innovate and win together by helping navigate the unknown, leading the way to the cloud and
The current manager is a highly energetic and inspiring leader with over 20 years of pre-sales experience that believes in developing teams, coaching people to success and communicates regularly with employees in weekly 1:1 sessions and team meetings.
Where is this role located?
Alabama - Birmingham, Huntsville: Although the role is considered flexible, this role will be a mix of working from home and travel depending on the current COVID situation and customers open to meetings. Your preferences in working with your CE will determine arrangements over time. You will be expected to live in the territory you are assigned to. Since this is sales, we have a reasonable expectation that you will visit customers as needed and you will work with your hiring manager to determine the frequency based on the current health status
You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com.
Employee Stock Purchase Plan
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.
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Systems Engineering
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2022-10-18
VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what's possible today at http://careers.vmware.com.
Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.
