Client Executive,State/Local and Education (SLED) – CT/MA
The SLED team within VMware is a high-energy, passionate team of salespeople with a desire to succeed and drive the digital transformation within SLED sector. Although you are an individual contributor within the business, you will be part of a team with astrong identity, and a reputation for a highstandard of work and achievement. You will have the opportunity to craft and execute on your business plan through your own efforts and through the management of your matrix sales team.
We are looking for proven and experienced, but dynamic and creative Client Executive for the CT/MA SLED Market. This includes allState, Local Government and Education accounts. SLED customers have changed dramatically in the past3 years in terms of digitalstrategy and technology adoption, and as such, you will be skilled in the translation between digital business goals for an Agency and the technology solutions selection to deliver these goals.
We want someone who will be able to align, influence and deliver on an Agency's goals through the delivery of the entire VMware portfolio including hybrid and public cloud services, end user computing, software defined datacenter technologies, and open data/standard solutions.
We are looking for a sales individual who has experience with this customer community at senior level, can priorities and is adept at building solid repeatable business propositions, particularly in a digital and cloud focused environment.
You will have experience in getting results through your own sales engagements and through harnessing the power of the channel. Deep understanding of the changing environment within the SLED sector and how the drive for digital services, cloud firststrategies and costsavings can be used to build positive relationships and to deliver significant sales success. A consistent record of successful and smart selling in this meaningful and changing business environment is crucial.
Role and Responsibilities:
•Meet and exceed quarterly sales targets and build a rolling 12+ month pipeline so that you can Build astrong and balanced business across a defined listof accounts in the region
•We want someone who can develop and lead customer relationships that range from CIO and CEO and include CTO with a personal network at senior and influential level. You will develop and run sector relationships with a small number of key partners to provide scale and coverage across the entire account list
•Develop an account plan for each department, including an executive contactstrategy
•Drive and lead large opportunities to completion and manage partners to help deliver opportunities
•Own and lead the engagement with the CIO/CDIO, CTO and CISO for each of the accounts
•Develop and grow personal relationships and influence with departmental leaders
•Grow VMware’s wallet share in each department’s digital service portfolio
•Selling the complete VMware solution portfolio including products and services
•Learn and understand the assigned accounts’ extended business model and craft offerings and solutions to meet their goals
•Become as intimate as possible with assigned accounts and bridge the gap to executives while increasing VMware consideration
•Solidify existing customer accounts and elevate VMware to a morestrategic position within key accounts
•Manage complex enterprise sales campaigns while running a diverse set of partners within the same accounts
•Match the VMware solution to the customer’s business needs, challenges, and technical requirements
•Forecasting and account/opportunity detail in SalesForce.com
•A High-Performance Salesperson. We want significant and attested sales success in the sector over 8-year period with experience of exceeding assigned goals and targets
•Someone who grows their business and expands into new areas. Development of pipeline from lead generation to close through own initiatives and engagements with partners
•Someone with leadership capabilities and management potential. We want to see experience of running a virtual team to harness skills and drive a coherent account plan
•Knowledge of how to sell to Government customers, and how to influence the influencers
•Demonstrable innovation and creativity.
•Proven problem-solving skills.
•Executive presence and credibility.
•High level of interpersonal, communication and presentation skills.
•High energy and passion for the sector itself and the team’s success.
•Stable and consistent work history