Why will you enjoy this new opportunity:
As the Tanzu Commercial AE for Mid-Atlantic accounts, you have a unique opportunity to inspire, grow and a be a part of a talented team of Account Executives.
You will be part of VMware's exciting Modern Applications and Management Business Unit (MAMBU) with a focus on products and services under the VMware Tanzu portfolio (https://tanzu.vmware.com/) which help customers build, run and manage their most important applications. This is a unique opportunity to help some of the biggest brands in major industries create new digital experiences and rediscover the power of software by using the Tanzu platform and Tanzu Labs. Our team is growing exponentially as we are seeing a huge increase in demand from clients who are transforming their software delivery capability and building cloud-native applications to drive customer engagement.
You will become the primary point-of-contact with executives, responsible for building strategic relationships and managing business outcomes that meet the mutual goals of the partners and VMware in the Mid-Atlantic commercial region. You will lead, plan, execute and communicate effectively both internally and externally.
You will regularly engage with top executives at some of the most prestigious global organizations to transform workforces and application estates, build cloud native applications, run open-source Kubernetes with consistency and manage entire infrastructure footprints with confidence to achieve real business outcomes.
Come join VMware's exciting Modern Applications & Management Business Unit (MAMBU), made up of products and services under the Tanzu portfolio to help customers build, run and manage their most important applications. We are a dynamic team who works to challenge each other, continuously learn and bring the future of modern applications and platforms to our customers.
Success in the Role:
Performance outcomes over the first 6-12 months:
You will need to orchestrate territory coverage through effective collaboration, leadership, and coaching of internal team/other specialists and external partners on how to identify, position, and close TANZU opportunities. Also, you will need to develop a strategic territory plan for your region and work closely with core leaders/sellers across the Mid-Atlantic U.S to execute against it.
You will be expected to support our VMware core teams and Partners in negotiating deals with complex terms, conditions, prices pressures and considerations. This will require you to be capable of accurately assessing general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor.
What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
Travel 30-50% of the time meeting with and presenting to current and prospective customers as well as for internal meetings, customer events/meetings.
Increase customer mindshare through 'Whitespace' and 'Wallet share' selling motions in assigned geographies.
Support provide guidance to marketing events and where needed execute your only in region.
Coordination within an internal set of multi-functional teams such as Systems Engineers, Success Managers, Product Specialists, Field Marketing, Professional Services, and Channel Management and external partners.
Accurately forecast Subscription bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly, and quarterly basis via Salesforce.com
Where is this role located?
What is leadership like for this role? What is the structure and culture of the team like?
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 behavior challenges, or developmental disabilities
Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
Wellness reimbursement and online fitness and wellbeing group classes
This job requisition is not eligible for employment-based immigration sponsorship by VMware.
#TeamTanzu
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2022-09-28
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.
