Account Executive

The Elevator Pitch: Why will you enjoy this new opportunity?

The world is changing fast! Corporations, governments, schools, hospitals are all feeling immense pressure to offer work from anywhere or buy from anywhere technology. Organizations are looking for technology and solution partners to go help them on their cloud and application journey. You won’t find another company that offers the breadth of innovative solutions designed for an unpredictable world. This is why you will love selling for one of the most highly regarded brands in the IT and Cloud Services industry. Our 500,000 enterprise and business customers (which includes 98% of Fortune 500) rely on VMware to make their digital transformation possible.

As the Account Executive, your primary focus is aimed at building long-term strategic relationships with key customers based on their use of VMware solutions, technology and services and their targeted business outcomes. Collaborating with your internal and external teams and partners, your ability to successfully and consistently identify, develop, accelerate, up-sell and close transactions will be critical. The relationships and business you build are the foundation of VMware’s success and growth.

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

• The primary objective of this position is to lead your direct and extended teams, including external Partners, in delivering strategic and transformational value to your Québec government customers and in return generating bookings for VMware. You will need to be familiar with terms such as 'courtier infonuagique, decrees and other policies.You will be accountable for quarterly booking targets for selling VMware-driven solutions (perpetual and SaaS) across multi-cloud, modern applications, end user, networking and security areas.
• You will need to orchestrate account coverage through effective collaboration, leadership, and coaching of internal team/specialists and external partners on how to position and close VMware opportunities. You will work closely with top Partner Executives/Sellers across Canada including leading VARs, Cloud Providers, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners.
• You will be expected to support Partners and Stakeholders in negotiating large deals with deeply complex terms, conditions, prices pressures and considerations. This will require you to be capable of understanding and accurately assessing general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor.
• You will leverage your cloud, SaaS and subscription solution experience to help our customers succeed and thrive in an evolving IT and application environment.
• You will apply your experience to build business-focused relationships and outcomes with your customers.

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

• Virtual and local face-to-face meetings with customers, partners and co-workers as needed.
• Engage in solution and business discussions leveraging your experience as a seller and trusted-advisor.
• Leverage and contribute to the sales practice at VMware to continually improve your ability to bring value to your customers.
• Potential for 10 to 15% non-local overnight travel for events, non-local customer meetings, sales training, etc.
• Increase customer spending through ‘Whitespace’ and ‘Wallet share’ selling motions within your accounts.
• Support and provide guidance to both field and partner marketing events
• 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.
• Accurately forecast subscription and license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly, and quarterly basis via Salesforce.com

What is the leadership like for this role? What is the structure and culture of the team like?

You would be reporting to seasoned leader in a culture of trust, inclusiveness, respect, collaboration and accountability. At VMware we believe success is a team sport.

Where is this role located?

This role is based in Quebec City and is a mix of remote and customer-facing.

What are the benefits and perks of working at VMware?

You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting https://benefits.vmware.com/ca/.

• Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
• Generous Time Off Programs
• 40 hours of paid time to volunteer in your community
• Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities
• Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
• Wellness reimbursement and online fitness and wellbeing group classes

Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-11-15

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.