Client Executive, Civilian Reston, VA

Business Summary:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 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 and the mobile workspace.

The Federal team within VMware is a high-energy, passionate team of salespeople with a desire to succeed and drive the digital transformation within the Federal sector. You will be part of a team with a strong identity, and a reputation for a high standard of work and achievement. You will have the opportunity to craft and execute on your business plan through your own efforts and through the management of your matrix sales team.

Job Role and Responsibility:

Our Client Executive team is made up of passionate and high-reaching sales consultants who are committed to integrating within our customers’ business to offer premier VMware solutions to the Federal customer. The Client Executive will be part of a team consisting of a VMware’s Systems Engineering, Product Specialists, Professional Services, Partner Channel, Strategic Pursuit & Capture, Inside Sales and other VMware resources focused on delivering net new revenue for the company. VMware has and continues to build a top performing sales team who has the desire and determination to deliver.

• Develop and execute a 24-month account sales strategy; establish communication cadence with the extended account resources to ensure full engagement and accountability; achieve success metrics indicating advancement of the strategy
• Develop and execute a research based prospecting strategy to advance VMware solutions
• Learn and understand the customer’s business model and strategic goals and match the VMware solution to the needs, challenges, and technical requirements
• Collaborate with Business Development Manager, Systems Engineering, Inside Sales, Specialists, Professional Services and channel partners including System Integrators
• Develop and lead a partner strategy by selecting a set of “preferred” partners, developing an account plan that enables channel partners to be an extension of VMware's sales team
• Develop an SI strategy in support of customers where the SI is a prime
• Strengthen existing relationships within the assigned accounts and elevate VMware to a more strategic and relevant position
• Ability to build proposals and communicate the business value and/or return on investment of proposed products and solutions to the customer
• Utilize VMware EPIC2 values (Execution, Passion, Integrity, Customers, Community) to conduct day to day business
• Accurately forecast bookings on a weekly, monthly and quarterly basis

Required Skills:

• 5+ years of experience selling complex solutions, requiring implementation, integration and Professional Services to execute
• Verifiable experience selling into Civilian Agencies and general Federal contracting knowledge with strong SI engagement
• Experience building high volume demand with cycle times of 24+ months
• Experience quarterbacking accounts, orchestrating resources and selling solutions to customers
• Experience prospecting, aligning VMware solutions to customer’s strategic goals
• Experience working with all levels of the sales team, and leadership
• Partner well and are accustomed to working with the channel
• Excellent communication skills, both written and verbal
• Dynamic presentation skills with the ability to translate technical capabilities to business outcomes
• Experience encouraging and leading cross-functional matrixed teams
• Ability to deliver quarterly business objectives including forecast and pipeline
• Able to effectively conduct quarterly business reviews with key customer and VMW leadership teams
• Strong command skills and experience presenting to and collaborating with C-suite

Preferred Skills:

• Experience in Software, Cloud, or Infrastructure such as Compute, Network, Storage
• Experience selling solutions at an enterprise level company
• Self-starter with a high level of energy

This job opportunity is not eligible for employment-based immigration sponsored by VMware.

Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2021-01-25

Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: 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.