Client Executive - Enterprise

VMware   •  

Toronto, ON

Industry: Technology

  •  

8 - 10 years

Posted 32 days ago

Job IDR1813063

Business Summary:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today

Job Role and Responsibilities:

Our Client Executive team is made up of passionate and high-reaching sales consultants who are committed to integrating within our customers’ business to offer premier VMware solutions. The Client Executive will be responsible for solution selling by orchestrating and demonstrating VMware’s Systems Engineering, Product Specialists, Professional Services, Partner Channel, Inside Sales and other VMware resources to drive net new revenue for the company. VMware has and continues to build a top performing sales team who has the desire, determination and deliver.

  • Responsible for selling the complete VMware portfolio of products and services within a list of approximately five Large Enterprise accounts
  • Drive account plans and sales strategy and establish communication cadence with the extended account resources to ensure full engagement and accountability
  • Partner with Systems Engineering, Inside Sales, Specialists, Professional Services channel partners and system integrators
  • Define team agreements and lead a partner strategy by selecting a set of “preferred” partners to develop a collaborative account plan that enables channel partners to be an extension of VMware's sales force
  • Match the VMware solution to the needs, challenges, and technical requirements of the assigned customer
  • Build existing relationships within the assigned accounts and elevate VMware to be a more strategic partner and trusted advisor
  • Ability to build proposals and communicate the business value and/or return on investment of proposed products and solutions to the customer using VMware’s Value Selling methodology
  • Utilize VMware EPIC2 values (Execution, Passion, Integrity, Customers, Community) to conduct day to day business
  • Accurately forecast bookings on a weekly, monthly and quarterly basis using SFDC

Required Skills:

  • You have a minimum of 8 years’ experience selling software solutions and services to large Enterprise Accounts
  • Ability to quarterback an account, orchestrate resources and sell solutions to customers
  • Experience selling complex solutions requiring implementation, integration, and professional services; also, manage partner teaming agreement to execute sales
  • Experience managing Large Enterprise accounts
  • Ability to work with all levels of individuals within an account
  • You hold a strong track record of quota over-achievement and maintaining a minimum 3x pipeline
  • Accustomed to working with large SI/SO’s and leading Canadian channel partners
  • Excellent communicator, both written and verbal with solid presentation skills to translate technical capabilities to business outcomes
  • Experience building demand and pipeline with cycle times of 6-24 months

Preferred Skills:

Our team looks for individuals who embody our values of humility, compassion, collaboration above isolationism, respectfulness, integrity, and good-natured fun. Additionally we would like:

  • You have experience in Selling Software, Cloud/Cloud Services, Dev/Ops, Infrastructure Automation such as Compute, Network, and/or Storage
  • You are a self-starter with a high energy level