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Job Description: Commercial Account Manager
VMware is seeking a Senior Territory Manager at our Bangalore office. The Senior Territory Manager manager will be responsible for selling the company's products and services in the Territory. This is a unique opportunity to join one of the most dynamic and growing sales organizations anywhere today. VMware's growth over the past year is unparalleled in enterprise software.
The mission of this position is to solidify existing customer accounts and elevate VMware to a more strategic partner in the customer's business. 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.
The Senior Territory Manager is an executive sales position responsible for an internal and external sales team driven to a common goal within a set number of Commercial accounts in the assigned territory.
• Responsible for selling the complete VMware solution, products, and services within a list of SMB accounts
• All-encompassing position that requires the individual to move the transaction through the entire sales cycle
• Solidify existing customer accounts and elevate VMware to a more strategic position within most accounts
• Must be able to sell VMware solution as a 'platform' within an account and change the role that IT plays within that account from being considered a cost burden to a strategic deployment
• Match the VMware solution to the customer's business needs, challenges, and technical requirements
• Provide effective coverage to ISR on the field and work with channel partners to close the business
• Develop opportunities into working (real) funnel valued at 3-5 times expected revenue goals on an ongoing (quarterly/annual) basis
• Map and maintain relationships at all levels within the complete accounts echo system - IT Heads, policy makers, consultants, advisers, partners and other key decision makers and influencer's
• Work towards the long term goal of making accounts standardize on VMware solutions
• 9+ years of experience in related software industry with at least 3 years in a selling role to end customers.
• Experience selling in both a direct and an indirect or channel driven model
• Must have experience in selling in or around 'platform' sales such as Infrastructure Solutions - servers, Storage, etc
• Proven track record of success selling in a highly competitive environment
• Self-starter with a high energy level
• Ability to work with all levels of individuals
• Proven track record of quota over-achievement
• Excellent communicator, both written and verbal
• Dynamic presenter with the ability to translate technical thoughts to everyday language
• Ability to articulate complex technical ideas
• Skilled in thinking strategically and tactically
• Ability to forecast accurately
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.
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