EUC Regional Account Executive

VMware, Inc. Palo Alto, CA
The EUC Regional Account Executive owns all Commercial accounts within a specific geographic territory. Their primary role is to drive EUC sales in the assigned territory by engaging with Generalist sales teams and the partner sales community. Their primary focus is aimed at developing sales opportunities in the middle of the sales cycle. Their secondary focus is uncovering new opportunities through prospecting sales activities. It is expected that this role will increase deal win rates as well as accelerate time to close on key opportunities. Generalist sales team, Partner Business Managers (PBM) and Inside Sales Representatives (ISR) are key team members of the local geographic team.

Responsibilities:

* Effectively communicate EUC solutions to Customers and Partners including demos, capabilities, advantages and return on investment

* drive both 'Whitespace' and 'Wallet share' selling motions in their assigned geographies

* Lead sales cycle specific to EUC solutions

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

* Work closely with multiple VMWare teams including Generalist Inside Sales reps, Field Generalist Account Executives, EUC Inside Sales and PBMs, Marketing, Operations, Business Development and Product Development.

* Build and maintain effective partner relationships with partner principles located in assigned territory

* Support and/or support field marketing events and activities.

* You will accurately assess general contract terms, customer requirements, and product capabilities to ensure VMware is the preferred vendor

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

Experience Required:

* 7+ years of validated selling experience in a dynamic sales environment

* Extraordinary selling, presentation and technical skills with a real passion for driving Partner & End-User activity across their region in order to exceed quarterly bookings targets.

* Track record of achieving quarterly targets

* Validated ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations

* 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

* Proficient in End-User infrastructure products and technologies

* Must possess strong leadership skills and the ability to build a complex End-User sales strategy to achieve both short & long term goals, objectives and bookings targets.

Strengths You'll Need

* 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

Education/Experience

* BA/BS degree or higher

* Minimum of 8 years' experience in the industry

Travel: Ability to travel 15% of the time