Solution Specialist, VMware Cloud on AWS
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 30,000+ people working in 50+ locations worldwide is committed to building a community where phenomenal people want to work long term by living our values of passion, innovation, execution, collaboration, 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.
The VMWare Cloud Services team is a key growth engine within VMWare and as such we are seeking talented people to join us and bring their cloud selling skills.
We thrive on building great relationships; truly understanding our customers and building value as we help customers achieve great outcomes. We are passionate about our customers and our team. We're also passionate about culture, diversity, and flexibility because we know this drives high-performing teams who achieve outstanding results.
The right knowledge and attitude will drive great success in this role. Are you deeply experienced in helping customers move to the cloud? Are you passionate about phenomenal customer outcomes? Are you curious to find innovative ways to drive outcomes? Are you authentic, hard-working, and transparent? Are you tenacious and determined?
This is a senior sales specialist role. You will need to be an excellent teammate as you collaborate cross-functionally with VMware's Core Sales and Partner organisations to handle engagements with new and existing customers. Whilst this role is an individual contributor role you need to be highly capable in working in partnership with AWS, leading and orchestrating VMWare people to drive first class customer-focused outcomes. You need to be resilient and someone who can thrive in fast moving and dynamic environments.
You will need to have a strong track record of building a strong pipeline, orchestrating resources across the business to achieve customer outcomes, and you need to have extensive experience in deal closure and driving win/win customer outcomes.
We will benefit from your deep knowledge of the cloud marketplace, Software-as-a-Service, and customer IT environments. Knowledge of VMware’s ecosystem and solution portfolio will be important for success in the role, and equally a hunger for ongoing learning is of key importance.
You will be responsible for building a strong territory in your assigned geography and achieving a revenue quota target, managing the sales forecasting process, and building a brand around our solutions within your territory. This position will be an overlay cloud sales specialist position that will need to coordinate and work closely with VMware’s core Field and Partner organizations to achieve success and lead interactions with our existing customers. Deep knowledge of the cloud services marketplace, hybrid cloud, IT sales cycles, and VMware’s partner programs and ecosystem will all be essential for success in the role. Prior experience working with or for AWS is desirable.
Key Job Responsibilities
Accountable for achieving bookings and revenue consumption targets for VMware Cloud on AWS in your assigned territory
Demonstrate a robust weekly sales cadence and forecast discipline. A well maintained sales pipeline and territory plans to reach your goals.
Identify and nurture high propensity customers.
Consultative sales experience especially around the adoption of cloud services in the infrastructure space and experience with cloud economics / TCO principals
Qualification for all the leads and sales opportunities for Cloud Services within your territory
Demonstrate high trust and credibility and maintain and expect high standards for self and team
Work closely with the Sales Leaders to ensure that Partner and Inside Sales teams are providing sufficient support and are on-track to contribute to achieving bookings and pipeline goals.
We are interested in individuals who embody and can demonstrate our EPIC2 values: Execution, Passion, Integrity, Customers and Community
A curious, resilient, and passionate individual. You will bring a positive energy to the team and your territory
A seasoned sales professional within the cloud marketplace
Deep knowledge and understanding of cloud consumption models and solutions
Able to work across multi-function/matrix organisation to achieve desired results
An outstanding “team” mindset. We work and win as one team
You love to tell a story! Articulating our capabilities and value in a customer’s own language
Experience with new product introductions and emerging technologies / start up mindset
Ability to build a balanced sales cadence to develop a robust territory while in parallel progressing larger strategic opportunities
Ability to create and foster great customer relationships
Experience in contract negotiations and complex problem solving
VMware is an equal opportunity employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Equal opportunity and consideration are afforded to all qualified applicants and employees in personnel actions, which include: recruiting and hiring, selection for training, promotion, rates of pay or other compensation, transfer, discipline, demotion, layoff or termination. VMware does not unlawfully discriminate on the basis of race, color, religion, sexual orientation, marital status, pregnancy, gender identity, gender expression, family medical history or genetic information, citizenship, national origin or ancestry, sex, age, physical or mental disability, medical condition, veteran status, military status, or any other basis protected by federal, state or local law, ordinance or regulation. VMware also makes reasonable accommodations for disabled employees consistent with applicable law. Further, it is the policy of VMware to maintain a working environment free of all forms of harassment.
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.