The Elevator Pitch: Why will you enjoy this new opportunity?
At VMware the End User Computing (EUC) solution set is a platform for our customers, which includes technologies focused on improving end users' productivity and mobility, mitigating excessive costs, and to securely enable a user to be able to work on any device from anywhere within the context of a Digital Workspace.
The End User Computing Account Executive will drive the End User Computing business across our Global Customers for Italy & Iberia. The primary role will manage the relationship at CxO level with these Global Accounts. The individual will work with mobility specialists, core sales teams, partners and independently to build their business. Their focus is aimed at sales opportunities versus accounts and is achieved by collaborating with multiple departments and partners to identify, develop, accelerate, up-sell and close transactions. It is expected that this role will increase the relations with these accounts and increase our End User Computing footprint.
Success in the Role: Your prior experience in these areas should accelerate your success in this role.
Proven selling experience in a fast paced, highly competitive, ever-changing sales environment
Domain experience selling in IT. Ideally expertise across- Mobility and Desktop, compute, network, storage, management, and cloud.
Exceptional selling, presentation, and technical skills with a passion for driving Partner & End-User activity across their region to exceed quarterly bookings targets.
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 organisations
Comfortable supporting Partners negotiating large deals with complex terms, conditions, price pressures and considerations
History of coordination within a matrix environment of multi-functional teams such as Systems Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas are achieved and exceeded
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 accounts
The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
Drive account campaigns to identify and grow EUC opportunities within both IT and the line of business
Co-develop a partner strategy for the accounts to cover in tandem with Core Account Executive 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
Accountable for quarterly bookings target for VMware products including packaged services and education offering
Coordinate appropriate enablement resources to support partner community within the territory
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
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
Create and maintain effective internal relationships with sales leaders and sales people 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
Align, Manage, and Maintain C Level relationships with all prospective customers and existing customers
Maintain and upkeep SFDC as the system of record to include- Sales Stage, Contract Value and accurate close dates supported by the VMWare sales methodology artefacts
Core Competencies
Fluent Italian, Spanish and English.
Self-starter who takes initiative and works with limited direction
Highly trusted individual who maintains and expect high standards for self and team
Analyses available data and makes decisions which are best for VMware
Ability to travel in Italy & Iberia on a regular basis
What is the leadership like for this role? What is the structure and culture of the team like?
The hiring manager is Alessandro Cozzi, Denior Director, for our End User Computing Business. Alessandro has played an integral role in leading and growing the EUC business across Southern Europe and the Middle East for the past 4 years. Alessandro is based in Milan, and he is passionate about people management, diversity and inclusion and the success of his team. The team culture is international, open, and collaborative.
Where is this role located?
This role can be done from office or flexible / remote, and is positioned for candidates based in Milan, Italy.
What are the benefits and perks of working at VMware?
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 behaviour challenges, or developmental disabilities
Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
Wellness reimbursement and online fitness and wellbeing classes
Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-09-23
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.
