Business Summary

The market for end-user Digital Transformation is evolving at an accelerated pace, with constant shifts in customer requirements and solution capabilities. In this highly contested market there is a need to challenge legacy thought processes and solutions and to help drive our customers toward the digital business transformation they are striving for.

In End-User Computing at VMware, we are in the business of helping customers bring Business Mobility and Modern EX (employee experience) to reality: transforming their high-demand applications, building and shaping the next-generation desktop, and helping industries shift core business processes and operations to make things happen. With over 60,000 customers around the globe, our End User Computing team is helping companies deliver work at the speed of life and our technologies are at the forefront of what's happening next for users across the enterprise and the Anywhere Workspace.

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. 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, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

Job Role and Responsibility

As an EUC Competitive Strategist you will play a crucial role at VMware helping toevangelize, positionand sellEUC Solutions in our most contested markets. You will be an experienced customer-facing sales person,guiding and/or coaching individuals and teamsin viable sales motions and account strategies. As a Sales expert, you must demonstrate expertise in selling business solutions related to business outcomes, IT outcomes, platform, products, and technology throughout the sales lifecycle. You will also be responsible forIdentifyingVMware's mostcompetitive markets, finding trends to create sales execution that includespositioning, pricing/packaging, effective solutions and routes-to-market that scale. You must be capable of discussing and positioning both business and technical issues for customers and partners at the CxO, Director, Manager, IC level.

You will be responsible for prospecting across whitespace in your territories, maintaining a portfolioof customer engagements across all verticals and towork effectively across teams within the EUC sales you are aligned to, along with Systems Engineers, core Client Executives, PSO, Business Unit Marketing, to facilitate rival positioning that ensures customer success and product adoption.

Required Skills

As an ideal candidate you will be a committed seasoned sales professional, exceptional in working with a large complex customers who are using and/or considering EUC technology rivals to VMWare. Through inclusive and empathetic discussion with customers you will be able to quickly identify winning patterns and suggest repeatable play books to be leveraged across our sales and partner teams. Experience with a wide range of enterprise software, creative pricing proposals to incent and excite customers to adopt our portfolio, and challenging the customer's status quo is required.

• Candidates must have at least 3+ years of Account Executive experience in Enterprise or Public Accounts with demonstrated knowledge of assorted verticals, buying trends, market triggers, business issues.
• Must demonstrate confidence and success in a "questioning" customer based sale, removing incumbents and urging customers to move beyond status-quo for the benefit of their Business Issues.
• Must have ability to work in a fast pace environment demonstrating autonomy in conforming to strategic intent while adhering to team values at all times
• Confidence in working in matrix organization - either lead exigent sales pursuits, and/or facilitate specialists and sales teams in executing strategies
• Collaborative and enjoy working in a tight knit, team-oriented matrix organization
• Able to build and maintain relationships with sales specialists you will be supporting and accelerate sales opportunities through thought leadership.
• Able to build customer relationships and accelerate sales opportunities through thought leadership.
• Capable of translating complex, Business, Technical, and Organizational concepts into easily understood terms to build cooperation and trust
• Process-oriented and can systematically work through sales specialist and customer requirements
• Able to translate CIO and LOB business issues into a variety of software solutions and use cases. Communicate these responses in a cooperative and inclusive manner.
• Expert in Desktop/Application virtualization, UEM/EMM/MDM technologies and end user computing concepts
• Demonstrate high level of knowledge of End User Computing market contenders, Solutions, product offerings, pricing/packaging and trends

Preference for America's location, this position can be based anywhere in the US or Canada. No requirement for travel

Preferred Skills

Our team looks for people who embody our values of humility, empathy, collaboration above isolationism, respectfulness, trustworthiness, and good-natured fun. Additionally, we would like:

• Excellent organizational prioritization skills
• Proficient in research and information dissemination
• Knowledge in Software Defined Data Center concepts

Category : Sales
Subcategory: Inside Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2022-03-11

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.