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At VMware, we are committed to helping our people grow professionally. Our talented employees exemplify our shared values and continue to drive our company to new heights.

If you see a position that might be right for you, we encourage you to apply and continue to be a part of our EPIC2 community.

Job Description

Why will you enjoy this new opportunity?

You won’t find another company that offers the breadth 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 Client Executive your primary focus is solution selling, including orchestrating a holistic sales approach and leveraging VMware’s Solution Engineering, Product Specialists, Professional Services, Partner Channel, Inside Sales and other resources to drive net new revenue for the company. VMware has and continues to build a top performing sales team with the desire, determination, and skillset to deliver a world class customer experience to our clients.

When you're working for a company that shares your values, it's easier to enjoy what you do. At VMware we unite under a core set of EPIC2 Values: Execution, Passion, Integrity, Customer, and Community. Our guiding principle is "innovate in everything". Each day you will be challenged to bring curiosity, diversity, and an eagerness to collaborate toward bold ideas across all aspects of our business. We do it with a spirit of inclusion and trust acting as 'One VMware' to help our customers win.

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 lead the account strategy for a territory of enterprise customers. Learn and understand the assigned customers’ business model and match the VMware solution to the business needs and technical requirements leveraging a long-term engagement model to build a sustainable business.
• Client Executives strengthen existing relationships within the assigned accounts and elevate VMware to a more strategic position by aligning with the executives at each client
• You will be accountable for quarterly booking targets for selling VMware products (perpetual and subscription) across compute, network, storage, security, datacenter management, and cloud services, along with professional services, and educational offerings.
• You will need to orchestrate sales activities through effective collaboration, leadership, and coaching of internal teams/specialists and external partners on how to position and close VMware solutions. You will work closely with selected partners including 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. 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.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Customer facing (virtual and in person) 30-50% of the time meeting with and presenting to current and prospective customers.
• Increase customer adoption of VMware solutions through ‘Whitespace’ and ‘Wallet share’ selling motions in assigned accounts.
• Support and provide guidance to both field and partner marketing events
• Coordination within an internal set of multi-functional teams such as Solution Engineers, Product Specialists, Inside Sales, Field Marketing, Professional Services, and Channel Management and external partners as described previously.
• Accurately forecast license bookings, specific products revenue, Services bookings and new accounts on a weekly, monthly, and quarterly basis via Salesforce.com.

EPIC2 Values: Our team looks for candidates who embody our ‘EPIC2’ values - Execution, Passion, Integrity, Customers and Community. Team members who are logically curious, interpersonal, customer focused.

• Experience orchestrating and leading a matrixed sales organization to deliver solutions to large enterprise clients
• Experience selling complex solutions involving a long-term approach to customer success
• Strong track record of quota over-achievement
• Experience partnering well and working with the channel to deliver a positive customer experience
• Dynamic presenter with the ability to translate technical capabilities into business outcomes
• Ability to effectively communicate business value and return on investment of proposed products and solutions to the customer
• Experience negotiating large deals with extremely complex terms, conditions, price pressures and considerations
• Experience building demand with cycle times of 6-24 months

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

You will be reporting to the Regional Sales Director of the Gateway Region (MO, KS, IA, IL). The team culture is strongly collaborative, and there are lots of resources to help you succeed.

Where is this role located?
The role is considered flexible and will be a mix of working from local VMware, Partner, and Customer offices and remote depending on your preferences and the arrangements determined with your future manager. It is expected that this position will be filled by an individual whom resides within a reasonable non-daily commute of your accounts that are in Chicago.
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 classes

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: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2023-05-07

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.