Enterprise Account Executive - Iowa

VMware, Inc. Des Moines, IA
Business Summary

The Enterprise Account Teams are made up of Enterprise Account Executives. Within this market segment the sales executive is responsible for a coordinated sales approach with VMware's internal and external sales team. This extended team is driven to a common goal within a set number of named Fortune 2000 accounts. The mission of this group is to solidify existing customer accounts and elevate VMware to a more strategic partner in the customer's business.

Job Role and Responsibility

* Responsible for selling the complete VMware solution, products, and services within a list of 4 large enterprise accounts

* Drive account portfolio sales strategy and establish sales cadence with the corporate account team

* Adopt account portfolio sales strategy leveraging channel partners

* Collaborate with Systems Engineering, Inside Sales and channel partners to ensure complete coverage of entire account portfolio.

* Develop and manage a partner strategy by selecting a set of "preferred" partners, develop a collaborative account planning and enable channel partners to be an extension of VMware sales force

* Learn and understand the assigned accounts extended business model and create offerings and solutions to meet corporate goals

* Solidify existing customer accounts and elevate VMware to a more strategic position within all accounts

* Match the VMware solution to the customer's business needs, challenges, and technical requirements

* Move the transaction through the entire sales cycle

* Drive virtualization adoption and identify new opportunities within accounts

* Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis

* Ability to communicate the business value and/or ROI of proposed products and solutions

* Utilize VMware EPIC2 values (Execution, Passion, Integrity, Customers, Community) to conduct day to day business

Required Skills

* 10 years of experience in related software industry with at least 5 years in a selling role to enterprise accounts

* Experience selling in both a direct and an indirect or channel driven model

* Experience leading a team of professionals in sales campaigns that include sales executives, field SE's, Inside Sales, Field Marketing, Services, etc.

* Domain experience selling in Datacenter Space. Ideally expertise across-compute, network, storage, Management and cloud

* Experience selling complex solutions, requiring integration (solutions being sold and with existing customer investments) and Professional Services to execute

* Proven track record of over achieving quota in a highly competitive, fast paced environment

* Experience orchestrating complex multimillion dollar solution sales from business champion to the CEO level

Core Competencies

* Self-starter with a high energy level

* Ability to work with all levels of individuals

* Proven track record of quota over-achievement

* Excellent communicator, both written and verbal

* Dynamic presenter with the ability to translate technical thoughts to everyday language

Preferred Skills

* BA/BS degree or higher, or equivalent job related experience


* Estimated travel is 30%

Must have selling expertise, a major, in Applications, Enterprise Management or Cloud with a minor in Compute, Network, Storage

* Domain experience selling in Datacenter Space

* Has proven track record with working with the channel, SISOs

* Experience selling complex solutions, requiring implementation, integration and Professional Services to execute

* Experience building demand with cycle times of 6-24 months

* Ideally able to network to LOB leader, CxO – but at a minimum able to work across IT, Ops, AppOps/Dev-admin