Sunday, December 30, 2012

Strategic Account Executive Job

ob Title :     Strategic Account Executive Job
Job Type :     Permanent Jobs
Job Location :     Detroit (Michigan, United States)
Job Salary :     Competitive
Main Industry :     Sales
Other Industries and Skills :     Advertising, Marketing & PR, Engineering
Job Description :    

Posting Title
Strategic Account Executive

About Us
VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 400,000 enterprise and SMB customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. As a team, our employees thrive on forward momentum. We are 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 through cloud computing. With 13,000+ employees and 50+ locations worldwide, we are a passionate, innovative and driven group of people inspired by the opportunity to actively learn and contribute something back to the broader community. Connect with us at vmware/careers.

Why work for our Division
The VMware sales team and the solutions, products and services we deliver are revolutionizing data centers and the IT enterprise network. The sales team is responsible for driving new business, building customer loyalty, ensuring high product retention rates, supporting and promoting corporate strategy and initiatives, and developing and executing area business plans. The team is made up of humble top performers that foster an entrepreneurial team spirit and a team culture that promotes leaders at all levels. VMware’s executive sales leadership is hands-on, regularly engaging with the team during key parts of the sales process to win and retain accounts. The VMware sales team includes several key roles that all work together to meet a shared quota. In 2007, VMware experienced 88% year-over-year revenue growth, creating an ideal atmosphere for passionate, performance-oriented sales professionals. The VMware go-to-market plan separates our sales teams into three distinct areas: Global Accounts, Enterprise Accounts and Commercial Accounts.

Job Description
The VMware sales team includes several key roles (System Engineering, Services, Insides Sales and Channel team) that all work together to meet a shared quota. VMware experiences year-over-year revenue growth, creating an ideal atmosphere for passionate, performance-oriented sales professionals.

The Strategic Account Executive (SAE) is responsible for becoming a virtualization trusted advisor through outcome based selling using consultative approaches. The SAE is responsible for leading the extended strategic account team. Our solution set is viewed as a ‘platform’ within an account and changes the role that IT plays within that account from being considered a cost burden to a strategic deployment.

Job Responsibilities
- Responsible for selling the complete VMware solution, products, and services within a list of 1-8 accounts (Parent and named subsidiaries) across all regions.
- Drive account portfolio sales strategy and establish sales cadence with the extended account team
- Sell wide and deep within assigned strategic account and target Tier 1 applications to ensure VMware is embedded in large strategic accounts
- Act as a single point of contact for strategic accounts and be the “voice of the customer” within VMware
- Uncover and cultivate long-term account opportunities
- Drive the penetration and growth into strategic accounts by influencing the adoption of new products

- Ability to stay one step ahead of the market by being deeply attuned to shifts in trend
- Able to cultivate deep and wide relationships with key clients
- Define and execute comprehensive virtualization strategy
- Lead and manage complex enterprise sales campaigns while managing a diverse set of partners within the same accounts
- Match the VMware solution to the customer’s business needs, challenges, and technical requirements
- Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis

Experience Required
- 10+ years of experience in related software industry with at least 7 years in a selling role to Fortune 500 accounts
- Experience selling in a 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.
- Must have experience in selling a ‘platform” as a solution within an account such as ERP, CRM, Apps, and SAAS, etc.
- Experience
- Proven track record of successful selling in a highly competitive environment
- Experience with a consultative sales approach within enterprise accounts
- General management experience is a plus
- Proven track record of leveraging relationships with account influencers, such as GSI, Tier 1 Partners, ISVs

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

- Estimated travel of between 30 and 50% depending on the density and size of the territory

Detroit, MI, US

Is this a remote or multiple location position?

Requisition Number


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