Global Account Executive

Job content

The Elevator Pitch: Why will you enjoy this new opportunity?

We are looking for a confident Global Account Executive to join our team at VMware in the UK. You will bring passion, drive and a genuine customer first approach to help our Global Account customers achieve their digital transformation goals.

You will own the customer engagement whilst orchestrating a team of specialists to identify, develop and deliver value-based opportunities benefitting the customer and VMware.

Your efforts will help to establish VMware as a critical business partner, building a sustainable reputation around our technology solutions and in the way we do business.

Each customer will bring a variety of challenges and opportunities, demanding all of your skills, stamina and experience to engage across stakeholders and business processes.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

Making an impact early at VMware relies on 3 core elements. Establishing relationships with colleagues, customers and partners; building solid knowledge and understanding of our technologies; and navigating the sales processes and best practices within our teams.

As the face of the business to our customers success will come from great communication skills, effective planning and delivery, and a relentless curiosity for learning and application.

You will be managing customer opportunities from day one, in collaboration with your virtual team, and be expected to build and sustain a pipeline of business across customer accounts, leveraging the full breadth of the VMware solutions portfolio. By the end of your first 12 months at VMware you should have established a significant presence and impact with both your customers and the colleagues with whom you work.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

The VMware Global Account Program serves approximately 100 of VMware’s largest customers. These premier accounts are led by a team of experienced Global Account Managers (GAM) with the objective to establish a significant VMWare footprint in the largest and most influential corporations worldwide.Our selling is focused on our customers primary business initiatives and connecting our value to our customers business value. Our Value Selling strategy is the investment of time, talent and technology from VMWare and our partners to invent (transform) our customers business for their benefit. This strategic objective is being accomplished using a highly focused and experienced account management, marketing, and engineering teams, as well as substantial executive level engagement.

The Global Account Executive (GAE) will support the Global Account Manager and be aligned to a particular portion of their customer’s business. Both the GAM and the GAE report into the Region Director but the GAE is matrixed to the GAM.

The individual in this role will be responsible for supporting the overall account management including the creation and execution of the strategic account plan, goal obtainment and revenue growth. The GAE takes a consultative approach to selling and works with the account team toward a trusted advisor status serving as the executive contact across the customer on behalf of VMware, communicating VMware’s unique value. Supports the overall account strategy and matrix management of sales, specialist and partner resources to ensure value-added benefits and deeper/wider reach into the customer. The GAE is responsible for supporting the GAM to take share from our competitors. Supports the setting of the global account strategy that drives new VMware revenue through the ownership and implementation of an actionable, business-outcome based account plan.

• Supports the implementation of business case & value selling strategies which align the customer’s needs, up to the Board/C-Suite, to VMware solutions and services including the development of business cases with specific metrics & ROIs identified
• Manages tactical business while investing in larger, longer term strategic opportunities in support of the GAM
• Constructs and sells large multi-product, integrated solutions and services utilizing strategic partnerships which drive business outcomes
• Maintains high touch and trusted advisor status with the customer establishing trust
• Maintains operational command of the business through forecast accuracy and demand generation
• Supports the GAM to act as an inspired leader for a large extended team of virtual resources to ensure consistent and effective team engagement and ensuring optimal usage of resources across management, supporting and partner organizations
  
  

What is the leadership like for this role? What is the structure and culture of the team like?

The hiring manager for this role is Nick Watkins, Vice President, Global Accounts EMEA. You will join an established team of Global Account Executives and Managers. Nick has been an employee of VMWare for almost 14 years with delivering results through transformational change to drive strong growth, deliver results, and create strategic customer relationships. Nick believes trust, teamwork, authenticity, creativity, resilience, and empowerment - plus some fun and inspiration - are all important for strong sales-driven cultures and teams. Nick places a high value on VMware’s EPIC2 values, DEI strategies, and ESG embedded in everything we do and holds a deep philosophy for customer curiosity, relentless energy and team contribution.

What are the benefits and perks of working at VMware?

• Commission with incentives and accelerators
• Car allowance
• Employee Stock Purchase Plan
• Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
• Generous Time Off Programs
• 40 hours of paid time to volunteer in your community
• Employee Assistance Program
• Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
• Wellness reimbursement
  
  

Category :Sales

Subcategory:Field Sales

Experience:Business Leadership

Full Time/ Part Time:Full Time

Posted Date: 2022-07-06

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.