The Territory Sales Manager (TSM) US Dell EMC Commercial is a Field Sales and Business Development position accountable for driving/supporting Dell in large complex transactions, evangelizing to both customers and Dell EMC the benefits of VMware products/solutions and being the primary VMware Field Leader for the U.S. Dell EMC Commercial team in their assigned territory. Each TSM must have exceptional selling, presentation and technical skills with a passion for driving Partner & End-User activity across their region in order to exceed quarterly bookings targets.
Reports to a Regional Director, U.S. Dell Commercial Sales
Accountable for a quarterly booking target for VMware products including packaged services and education offerings
Will work closely with multiple VMware and Dell Account Executives to maximize VMware bookings in their assigned geography. This will include end-user sales, 1 to many Partner and Customer events and enablement
Must be proficient in data center infrastructure products and technologies
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 geographies
Will work closely with top Dell EMC Executives/Sellers across the U.S.
Will work closely with the VMware Channel/Partner Organization to develop a strong and dependable partner ecosystem that can sell. Strong channel knowledge required.
Expected to support Dell Technologies in large, complex opportunities required direct VMware sales assistance.
Strong executive presence and communications skills; must be comfortable discussing virtualization and datacenter infrastructure technologies with CIO and Partner principals.
Proven ability to work closely with Inside Account Executive leadership with VMware and Dell and team to maximize joint leverage in each territory across all VMware and Dell resources.
Strong Inside Sales knowledge is a plus.
7+ years of proven selling experience in a fast paced, highly competitive, ever-changing sales environment.
You are driven to achieve quarterly targets. Met or beat FY17 attainment goals in current role.
You have proven the ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations.
You are comfortable supporting Partners negotiating large deals with deeply complex terms, conditions, price pressures and considerations.
Consistent track record working well with Dell, EMC, and the corresponding partner ecosystem to achieve great results.
History of coordination within an internal set of multi-functional teams such as Systems Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded.
You are a self-starter who takes initiative and works with limited direction.
Highly trusted individual who maintains and expect high standards for self and team.
Analyzes available data and makes decisions, which are best for VMware.
BA/BS degree or higher; MBA preferred
Minimum of 10 years' experience in the industry
Ability to travel 30 – 50% of the time