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VMware Carbon Black

Client Executive



Job Description

Business Summary:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our Enterprise and SMB customers to thrive in the Cloud Era. A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing, the mobile workspace, and app modernization platforms.

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate and innovate, join us as we challenge constraints and problem solve for tomorrow today.

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Job Role and Responsibility:

Our Client Executive team consists of passionate and high-reaching sales consultants committed to customers' success by aligning solutions to customer needs. The Client Executive primary role is to act as a trusted advisor, evangelize the VMware portfolio to our customers and partners and leverage the partner eco-system to increase sales and accelerate time to value for our customers.

The Client Executive is also tasked with developing the sales strategy, managing internal and external resources, educating the customer on the VMware roadmap, and accurately forecasting sales bookings.
  • Responsible for selling the complete VMware portfolio of products and services within a list of Enterprise accounts
  • Become an expert on your customer's business and elevate VMware to a more strategic position
  • Drive account sales strategy and establish communication cadence with the extended account resources to ensure full engagement and accountability
  • Engage partners and scale by developing a collaborative account plan that enables channel partners to be an extension of VMware's sales team
  • Ability to build proposals and communicate the business value to the customer
  • Emulate VMware's EPIC2 values (Execution, Passion, Integrity, Customers, Community) to conduct day to day business
  • Accountable for a quarterly bookings target for VMware products (perpetual and SaaS) and services and develop an accurate forecast
  • Must drive both 'Whitespace' and 'Wallet share' selling motions in assigned geographies
  • This position requires travel 30 - 50% of the time


Required Skills:
  • 5+ years of proven selling experience in a dynamic, highly competitive, ever-changing sales environment
  • Negotiating large deals with deeply complex terms, conditions, price pressures and considerations
  • Experience selling software, cloud, infrastructure, or end user computing
  • Exceptional selling, presentation and technical skills
  • Must be highly motivated to achieve quarterly targets
  • Successful at managing multi-functional teams to ensure target achievement and customer value realization
  • Strong leadership skills and the ability to manage a complex sales strategy and projects.
  • Ability to motivate teams and mobilize resources with limited or no reporting authority


Preferred Skills

Our team looks for individuals who embody our values of humility, compassion, collaboration, respectfulness, honesty, and good-nature fun. Additionally, we would like:
  • Highly trusted and committed individual who maintains and expects high standards for self and team
  • We look for self-starters who take initiative and work with limited direction
  • Analyzes available data and makes decisions which are best for VMware, partners and customer
  • BA/BS degree or higher; MBA a plus


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.

Job ID: carbon-R2004260
Employment Type: Other

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