vRealize Inside Sales Specialist

The vRealize Inside Sales Specialist is a sales position responsible for partnering with Inside Sales Representatives (ISR) to develop a healthy vRealize Business. As part of this strategy, the vRealize Inside Sales Specialist will help ISR’s identify the business strength and weakness, and recommend corresponding actions to ‘sure-up’ the pipeline. They will also jointly identify top deals for which they will partner with ISRs to qualify and close new business focused on making VMware’s Software Defined Data Center Vision actionable, in terms of consulting and technology solutions. The vRealize specialist provides specific industry, domain, and product expertise to drive new business, build customer loyalty, and facilitate the closing of sales opportunities to achieve vRealize business objectives within an assigned sales region.

Key Responsibilities:

  • Act as a business partner with the Inside Sales Representative, Inside Sales Manager, and Inside Sales Engineer to create, maintain and execute a business plan with goals and objectives for the territory, based on VMware’s strategic direction
  • Be operationally excellent in the day-to-day running of the business including (but not limited to) pipeline development, forecasting, account planning, sales cycle management, collaboration, teamwork, and best practice sharing
  • Lead multiple customer sales cycles from qualification through close; effectively orchestrating necessary resources, completing required sales activities (RFI/RFP, customer qualification, requirements gathering, solution development, business validation, TCO/ROI), and developing close plans to execute with account teams
  • Work effectively as both a specialist (subject matter expert) in support of the Inside Sales Teams to help build a healthy and wealthy vRealize Cloud Management strategy. This requires assessing the pipeline and business outlook to determine the needs for the Inside Sales Teams business as it relates to people skills, marketing programs, enablement initiatives, and key resource investments for top deals
  • Work effectively as both a specialist (subject matter expert) in support of a core ISR, as well as, directly leading independent sales cycles
  • Develop strong relationships with key decision makers and influencers within customer accounts by providing insights and value that establishes credibility and trust
  • Maintain a strong technical knowledge of VMware’s vRealize Suite Cloud Management Platform products and services, as well as, industry trends, customer adoption and competitive solutions
  • Work with Field Marketing and the vRealize Business Unit to develop and execute marketing plan, presenting at industry events and customer briefings
  • Provide knowledge transfer to Inside sales on industry/solutions

Experience Required:

  • 5+ years in enterprise software sales at industry leading companies. With a proven track record of achieving business objectives, in a highly competitive environment, working with fortune 1000 companies
  • Candidate will possess sound consultative sales skills with demonstrable selling experience at the C-level
  • Possess in-depth knowledge of the IT Management business vertical, industry trends, end-user challenges and competitive landscape
  • Strong business management, planning, execution, and sales skills
  • Strong communication and presentation skills
  • Strong services acumen to drive solutions (product and services) that reduce cost, improve agility, and delivery reliability to IT stakeholders
  • Advanced knowledge of value selling methodologies, processes and tools
  • Strong business analytical skills including developing business cases and Financial Models including ROI/TCO
  • Ability to understand and present VMware's vision, strategy and organization
  • BA/BS degree or equivalent experience


Why work for our Division:

Why work with our Group:

Advertised Location:

Austin, TX, US

About Us:

EEO Statement:

VMware is an equal opportunity employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Equal opportunity and consideration are afforded to all qualified applicants and employees in personnel actions, which include: recruiting and hiring, selection for training, promotion, rates of pay or other compensation, transfer, discipline, demotion, layoff or termination. VMware does not unlawfully discriminate on the basis of race, color, religion, sexual orientation, marital status, pregnancy, gender identity, gender expression, family medical history or genetic information, citizenship, national origin or ancestry, sex, age, physical or mental disability, medical condition, veteran status, military status, or any other basis protected by federal, state or local law, ordinance or regulation. VMware also makes reasonable accommodations for disabled employees consistent with applicable law. Further, it is the policy of VMware to maintain a working environment free of all forms of harassment.

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