Territory Sales Manager (LA Area)

VMware, Inc. Irvine, CA
The U.S. Commercial Territory Sales Manager (TSM) is a Field Sales and Business Development position accountable for driving/supporting partners in large complex transactions, evangelizing to both customers and partners the benefits of VMware products/solutions and being the primary VMware Field Leader for the VMware 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.

Key Responsibilities

* Reports to a Manager, U.S. Commercial Sales

* Accountable for a quarterly bookings target for VMware products including packaged services and education offerings

* Will work closely with multiple Inside Account Executives to maximize VMware bookings in their assigned geography. - - -This will include end-user sales – always with a Partner, 1 to many Partner and Customer events and Partner recruitment/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 Partner Executives/Sellers across the U.S. including leading VARs, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners

* Will work closely with the VMware Channel/Partner Organization to develop a strong and dependable partner ecosystem that can sell VMware products into their - Commercial accounts/prospects. Strong channel knowledge is a must

* Expected to support partners 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 and team to maximize joint leverage in each territory across all VMware and Partner resources. Strong Inside Sales knowledge is a plus

Experience Required

* 7+ years of proven selling experience in a fast paced, highly competitive, ever-changing sales environment

* Must be 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 extremely complex terms, conditions, price pressures and considerations

* Proven track record working with Partners including Cisco, Dell, EMC, HP IBM, etc. to build strategic and cooperative sales campaigns together

* 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

Core Competencies

* 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