Senior Corporate Account Manager

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. We enable people and organizations by radically simplifying IT through software virtualization with a focus on three core missions: End-User Computing (EUC), Hybrid Cloud and Software-Defined Data Center (SDDC). Join our community – instigators of innovation and transformers of technology – as we envision and create what’s next in IT. Get connected to an engine of opportunity fueled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT. With 13,000+ employees and 50+ locations worldwide, we are passionately driven to make an impact while contributing back to the community. Learn more at vmware.com/careers today!

The Strategic Account Manager will be responsible for selling the company’s products and services within the given geographical territory. The ideal candidate should possess a Bachelor’s Degree and should have 10 years of industry background with at least five of those in enterprise software sales. The candidate should be a self-starter with excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences.

Responsibilities:

• Need to be a high-energy, motivated self-starter.
• Responsible for developing the executive relationship with C-suite in the assigned accounts.
• Solution selling to existing customer base and new prospects, mostly to large conglomerate groups in Indonesia.
• Forecasting and account/opportunity detail in SFDC.
• Primary driver for VMware business within a territory of Named Accounts in Enterprise.

Requirements:

• Expertise in channel and direct sales
• 10 years of experience in industry background with 5 years of experience in enterprise/software sales
• Written and oral English ability
• Significant track record of accomplishment selling in the enterprise market
• Knowledge in selling complex solutions
• Background in exceeding a quota
• Strong team lead experience, inside sales and field engineering
• Strong knowledge of consultative sales that gets results
• BS/BA preferred

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

• You will leverage on the robust depth of VMware solution to create value for our customer’s application modernization, workplace & cloud transformation journey.
• You will work closely with the account system engineer and cross functional specialist, partner, professional services & marketing teams to come up with account plans for all named accounts.
• You will be expected to support strategic partners in negotiating large deals with deeply complex terms, conditions, prices pressures and considerations. This will require you to be capable of accurately assessing general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor.
• You will work with the extended team and partners to ensure successful adoption and consumption of VMware technologies.
• The primary objective of this position is to maintain, develop and grow the territory of named accounts
• You will be accountable for quarterly booking targets for selling VMware products (perpetual and SaaS) across compute, network, storage, security, datacenter management, and cloud services, along with packaged services, and educational offerings.
• You will need to orchestrate account coverage through effective collaboration and leadership of internal team/specialists and external partners to align on the engagement with our customers to adopt VMware solutions.

What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Coordination within an internal set of multi-functional teams such as Systems Engineers, Product Specialists, Inside Reps, Field Marketing, Professional Services, and Channel Management and external partners as described previously.
• Increase customer spending through adoption of VMware technologies on-premise or in cloud.
• Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly, and quarterly basis via Salesforce.com
• Collaborate with marketing to drive customer participation in thought leadership round-tables, events and technology immersion at our digital innovation hub.
• Customer face-to-face or online meetings to understand customer’s business and project requirements.
• Engage customer executives to align on vision and ensure VMware solutions drive innovation and agility in their organizations.

Where is this role located?

This role is located in Indonesia with office located at The Plaza, Jakarta.

Category : Sales

Subcategory: Field Sales

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2023-05-02

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.