Tanzu Senior Account Executive

So are we! Come join VMware’s new exciting Modern Applications Platform Business Unit (MAPBU), made up of products and services under the Tanzu portfolio to help customers build, run, and manage their most important applications. We build applications with velocity to run in a cloud-native environment, run open-source Kubernetes with consistency, and manage our customers’ entire footprint with confidence to help them achieve their business outcomes. This role reports to the Senior Sales Manager, Tanzu, METNA & SSA.

You

You are a high-energy, solutions sales professional who can identify and strategically consult with customers on our  Tanzu  product opportunities. You are expected to generate net new business as well as maintain and grow relationships with existing accounts working in conjunction with other VMware Sales Executives, Country Directors and Platform Architects. You have broad responsibility for the overall health and sales performance of a growing territory of defined accounts for the MAPBU.

Your Day

Interacting with C-Level and VP-Level Executives, you will be driving the digital transformation strategy for our Enterprise customers. Each customer may have a different entry point for their journey with Tanzu, but you will play a vital role in developing the plan to help our customers drive the outcomes they desire and gain the most benefit from our process and software.

To achieve the best result for the customer and Tanzu, you will need to be able to work as a team player or as an individual contributor as each opportunity presenting various levels of complexity. An understanding of complex transactions via diverse routes to markets is a critical skill.

This is an opportunity to help design and shape the future of a very successful company as Tanzu is a cornerstone brand for the future growth of VMware.

Some responsibilities in this role may include:

• Work with other  VMware Sales Executives, Country Directors and Platform Architects to drive the Tanzu portfolio value proposition into our Enterprise accounts
• New logo acquisition/working with existing customers to introduce and expand our application and platform services within your assigned market territory
• Consult with C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by our products and services
• Assist in the preparation of pre-work, scoping and contracts
• Forecast revenues timely and accurately; Increase revenue/ retention rates for specified key accounts
• Represent VMware with integrity, maintain an industry credibility, prospect for new business, and establish and strengthen relationships through presenting to various audiences

Required-Desired Skills / Experiences:

• Consistent high performance against sales quotas driven by C-Level and VP level relationships at key customer contact
• Experience using a consultative or advisory based sales approach in a complex enterprise sales environment
• Innovative and creative thinker who can work independently and leverage resources wisely to meet objectives
• Experience with Agile Methodologies and Application Lifecycle Development Processes in large enterprises
• First-hand experience selling Software Development consulting and/or Cloud Application consulting
• Partner / Systems Integrator management skills and experience
• A clear understand of a SaaS business and the differences from Perpetual. Best practices of how these can work together for customers
• Experience with selling solutions – ie SaaS, Perpetual and Services together
• Proven ability to assess and disqualify customers/opportunities under minimum guidance and high pressure
• Values and practices empathy with a high degree of emotional intelligence
• Knowledge and experience within Enterprise and Government at Executive level
• Professional fluency in English is essential

If you are passionate about this opportunity but don’t meet 100% of the requirements, we encourage you to apply.

Category : Sales

Subcategory: Field Sales

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2022-01-31

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