Field Account Executive at VMware

Job description

Job Description

VMware is seeking an energetic, dynamic and experienced Field Account Executive with a proven track record in exceeding quota in both high-end, solution selling as well as extensive experience and success in two-tier channel sales models.

The successful candidate will be responsible for driving the delivery of a significantly successful strategy and partnership between VMware and Dell Technologies, such success measured in terms of both depth and breadth of strategic alignment with Dell Technologies as well as total revenue growth across South Africa as well as the broader Sub-Saharan region.

Ability to speak French and/or Portuguese is highly recommended as well as previous experience in closing complex, large lighthouse deals in South Africa as well as sub-Saharan Africa (East and West Africa).

The role entails proactively leading and managing this partnership from top (CXO) Executive level strategy delivery and buy-in all the way to Field level alignment, execution and engagement – focused on growing sales of VMware non-core solutions through both Direct and Indirect channels.

Proven experience and ability in successfully working in a matrix environment where there are multiple business owners and stakeholders is essential as the candidate’s success will be based on his ability to work across key-stakeholders at all levels at both VMware and Dell Technologies Group.

The successful candidate will have a proven sales background, have had a significant quota carrying history with ample evidence of success, be experienced in driving complex sales through the channel as well as have excellent knowledge of the aforesaid market and its key customers. Technical knowledge around Infrastructure, Software Defined Solutions (Compute, Storage, Networking and Mobility) is important.

Previous work at international vendor is an advantage.

Regional location and responsibility:

• South Africa – with direct Regional Coverage Responsibility for Sub-Saharan Africa
• Reporting Lines: Direct reporting line to the Channel Manager: Sub-Saharan Africa – and indirect reporting line into the SEMEA/EMEA Alliance Organization

Responsibilities

• Sales
• Deliver and over-achieve assigned Revenue target and quotas for the region
• Achieve and surpass revenue quota targets while securing “Light House” wins at reference accounts.
• Create, measure and execute, a comprehensive Go-to-Market Sales Plan jointly and in alignment with the Dell Technologies Field Sales Teams as well as Dell Technologies Partner Ecosystem Sales personnel – focused on to address best verticals and leverage their installed base.
• Responsible for the performance and development of Dell & VMware business, focusing on 2 main objectives:
• Grow transactional business (deals less than 100K$) with VMware, leveraging both Dell sales and their Channel with
• dedicated programs and activities
• Support development and closing of large opportunities (greater than 100K$) with strong focus on growing non-core
• solutions development (SDS, SDN, Mobility, Hybrid Cloud), leveraging Dell Installed base
• Strategy, Business Processes and Execution
• Design/implement/execute specific dedicated sales strategies in alignment with VMware’s core strategies
• Develop and deliver enablement Program for Sales and Technical personnel as well as Dell’s Partner Ecosystem resources.
• (Distributors, Value-Added resellers…)
• Identify, develop, track and report pipeline, jointly built with managed Alliances and their ecosystems, in association with local
• VMware Account managers and dedicated Funded head where applicable.
• Define, implement and track specific metrics in agreement with EMEA goals and country objectives validated with Regional Partner Director, Partner Manager and EMEA Dell Alliances Manager
• Provides timely requisite reporting to EMEA Dell Alliance Manager including pipeline, performance and alliance development report.
• Alignment and coordination
• Align with and assist Dell Technology teams during sales cycles and projects development, meeting customers to promote Dell and VMware value proposition and solutions to help accelerate their digital transformation.
• Supports development of regional action plans with Dell Technology teams and key VMware stakeholders for effective growth of Dell Technology sales, attach rate and customer base expansion:
• Initiates and coordinates development of action plans to improve Upsell and Cross-sell leveraging customers installed base,
• Assists in the development and implementation of associated marketing and communication plans as needed,
• Conducts one-on-one review with Regional/Country and Partner Director to build more effective communications, to understand
• training and development needs, and to provide insight for the improvement Dell transactional business performance.

Requirements

• 5+ years’ experience in Sales and/or business development roles in enterprise IT technology vendors with clear link to successful Revenue performance.
• Consistent track record in meeting and surpassing multi-million dollar quota targets as an individual contributor.
• Strong understanding & proven experience of OEM/Alliances partnerships, channel ecosystem, SMB/Mid-Market dynamics as well as ‘Enterprise’ sales.
• Proven ability to coordinate and motivate internal and external sales and pre-sales teams internally and externally across complex matrix organizations
• A background in virtualization and an understanding of Intel’s X86-based server platform is preferable
• Familiarity with a broad range of application and infrastructure software is desirable
• Excellent communications skills, both written and verbal.
• Comfort level in working in multi-national business environment and across multiple languages and cultures
• Ability to work effectively within teams, especially within complex matrix environments as well as virtual teams.
• Energetic, able to lead his role as an autonomous business
• Good knowledge of x86 and Dell/EMC/VCE organizations is instrumental
• Business level English: French and Portuguese and advantage

Requirements

• 5+ years’ experience in Sales and/or business development roles in enterprise IT technology vendors with clear link to successful Revenue performance.
• Consistent track record in meeting and surpassing multi-million dollar quota targets as an individual contributor.
• Strong understanding & proven experience of OEM/Alliances partnerships, channel ecosystem, SMB/Mid-Market dynamics as well as ‘Enterprise’ sales.
• Proven ability to coordinate and motivate internal and external sales and pre-sales teams internally and externally across complex matrix organizations
• A background in virtualization and an understanding of Intel’s X86-based server platform is preferable
• Familiarity with a broad range of application and infrastructure software is desirable
• Excellent communications skills, both written and verbal.
• Comfort level in working in multi-national business environment and across multiple languages and cultures
• Ability to work effectively within teams, especially within complex matrix environments as well as virtual teams.
• Energetic, able to lead his role as an autonomous business
• Good knowledge of x86 and Dell/EMC/VCE organizations is instrumental
• Business level English: French and Portuguese and advantage