Account Manager – Regional Public Sector

The Elevator Pitch: Why will you enjoy this new opportunity?

The world is changing fast! Corporations, governments, schools, hospitals are all feeling immense pressure to offer work from anywhere or buy from anywhere technology. They are in desperate need for an IT infrastructure that lets employees and customers access applications from any device, anywhere, on any cloud, all while being secure. VMware provides the solution. You won’t find another company that offers the breath of innovative technology designed for an unpredictable world. This is why you will love selling for one of the most highly regarded brands in the IT and Cloud Services industry. Our 350,000 enterprise and business customers (which includes 98% of Fortune 500) rely on VMware to make their digital transformation possible.

As the Account Manager your primary focus is aimed at closing strategic business while maintaining sustained transactional sales growth. Collaborating with the entire partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

• The primary objective of this position is to co-develop a partner and end-user strategy for the region and hit an annual revenue target. You will be accountable for quarterly booking targets for selling VMware products (perpetual and SaaS) across compute, network, storage, security, datacenter management, and cloud services, along with packaged services, and educational offerings.
• You will need to orchestrate territory coverage through effective collaboration, leadership, and coaching of internal team/specialists and external partners on how to position and close VMware opportunities. You will work closely with top Partner Executives/Sellers across the UK including leading VARs, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners.
• You will be expected to support Partners in negotiating large deals with deeply complex terms, conditions, prices pressures and considerations.

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 and for internal and customer events/meetings.
• Increase customer spending through ‘Whitespace’ and ‘Wallet share’ selling motions in assigned geographies.
• Support and provide guidance to both field and partner marketing events
• Coordination within an internal set of multi-functional teams such as Systems Engineers, Product Specialists, Inside Reps, Field Marketing, Professional Services, and Channel Management and external partners as described previously.
• Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly, and quarterly basis via Salesforce.com

What is the leadership like for this role? What is the structure and culture of the team like?

VMware puts a lot of emphasis on culture and as such we are looking for a candidate to come and join us who will bring energy, creativity, ambition, and belief to the role whilst working collaboratively with the existing team to deliver our shared goal.

The role you will applying for is a core Account Management role meaning you need to be able to build a strong network around the company to maximise on the opportunity. You will have shared mapping to a Systems Engineer as part of your core team and then access to a multitude of Sales and Technical Specialists spanning the portfolio. This is a team effort and success will be achieved through the utilisation of all of the aforementioned resources.

Where is this role located?

The role is for an Account Manager with geographical region to be determined.

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.

• 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

Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2023-02-15

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.