Role:
The EUC Sales Specialist will drive the EUC business across a defined territory. The primary role is to find, develop and close EUC solutions opportunities in your defined patch. You will work with mobility and desktop specialist SEs, core sales/SE teams, partners and independently work to build your business. The EUC Sales Specialist focus is aimed at developing sales opportunities in your defined segment by collaborating with multiple departments and personas in the organizations and partners to identify, develop, accelerate, up-sell and close transactions. It is expected that this role will increase deal win rates as well as accelerate time to close on key opportunities in the territory.
Responsibilities
- Drive account campaigns to identify and grow EUC opportunities within both IT and the line of business.
- Align, Manage, and Maintain relationships with all prospective customers and existing customers and partners at a C-level and operational level.
- Build and maintain effective relationships with sales leaders, sales people and partners located in your territory
- Accurately assesses general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor
- Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis
- Maintain and upkeep SFDC as the system of record to include Sales Stage, Contract Value and accurate close dates supported by the VMware sales methodology artefacts
- Co-develop a partner strategy for the territory to cover in tandem with PBM and execute on the strategy with specific revenue and profitability targets
- Effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware opportunities
- Accountable for a quarterly bookings target for our products including packaged services and education offering
- Coordinate appropriate enablement resources to support partner community within the territory
- Orchestrate territory coverage with both internal and external partner teams to achieve high level results
- Supports and provides guidance to both field and partner marketing events and activities
Experience Required
- 10+ years selling experience in a dynamic, highly competitive, ever-changing sales environment
- Domain experience selling in IT. Ideally exposure across Mobility and Desktop, compute, network, storage, management and cloud.
- Exceptional selling, presentation and technical skills with a real passion for driving Partner & End-User activity
- Driven to achieve quarterly targets
- Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations
- Comfortable supporting Partners negotiating large deals with complex terms, conditions, price pressures and considerations
- History of coordination within a matrix environment
- 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
- Proven track record working with Partners including Dell, HP IBM, Lenovo etc. to build strategic and cooperative sales campaigns together
- Knowledge of EUC products and technologies
- Will work closely with top Partner Executives/Sellers across the territory of North & East India
Skills You’ll Use Every Day:
- Self-starter who takes initiative and works with limited direction
- Highly trusted individual who maintains and expect high standards for self and team
- Analyses available data and makes decisions which are best for VMware
- Ability to travel regionally on a regular basis
Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2021-01-08
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.