Senior Territory Account Manager - Switzerland (Geneva)

Bern, Switzerland

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,0000 enterprise and SMB customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume Information Technologies. Our team of 11,000+ 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.

The Senior Territory Account Manager is responsible for a coordinated sales approach with VMware’s extended sales team. This team is driven to a common goal within a defined region within Switzerland. The mission of the Territory Team is to solidify targeted customer accounts and elevate VMware to a more strategic partner in the customer’s business. At the same time they are running specific initiatives to support partner-lead and transactional business to reach targets.

Job Responsibilities:

You will be Responsible for selling the complete VMware solution, products, and services within a defined area of CH-South and West, i.e. French and Italian speaking Switzerland. Drive account portfolio sales strategy and establish sales cadence with the corporate account team; and effectively utilise channel partners. Collaborate with business units, systems engineering, services and channel partners to ensure complete coverage of entire account portfolio.

• Responsible for selling the complete VMware solution, products, and services within a list of large enterprise accounts


• Drive a full solution selling model and establish sales cadence with the corporate account team


• Adopt account portfolio sales strategy using channel partners


• Initiate and build strong relationships within key customers.


• Develop, implement and drive sales strategy across a defined set of Commercial named accounts


• Collaborate with Systems Engineering, Inside Sales and channel partners to ensure complete coverage of entire account portfolio.


• Develop and lead a partner strategy by selecting a set of “preferred” partners, develop a collaborative account planning and enable channel partners to be an extension of VMware sales force


• Learn and understand the extended business model of key customers and create offerings and solutions to meet goals


• Match the VMware solution to the customer’s business needs, challenges, and technical requirements


• Move transactions through the entire sales cycle


• Drive virtualization and cloud adoption and identify new opportunities within your region and accounts


• Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis


• Ability to communicate the business value and/or return on investment of proposed products and solutions


• Utilize VMware EPIC2 values (Execution, Passion, Integrity, Customers, Community) to conduct day to day business

Experience Required

• 10 years of experience in related software industry with at least 5 years in a selling role in the software industry.


• Experience leading a team of professionals in sales campaigns that include sales executives, field SE’s, Inside Sales, Field Marketing, Services, etc.


• Datacenter Space domain knowledge. Ideally expertise across-compute, network, storage, Management and cloud


• Experience selling complex solutions, requiring integration (solutions being sold and with existing customer investments) and Professional Services to execute


• Consistent track record of over achieving quota in a high-reaching and rapidly changing environment


• Proven track record of closing significant deals,– exceeding quota


• Ability to work as part of an extended team


• Skilled in thinking strategically and tactically


• Great relationship skills, tenacity, resilience and inter-personal/presentation skills


• Strong knowledge of consultative sales that gets results


• Proven experience in building both short and long term pipeline whilst managing and meeting quarterly revenue targets


• Demonstrated ability to partner with the channel, SISOs


• Experience building demand with cycle times of 6-24 months


• Ideally able to network to LOB leader, CxO – but at a minimum able to work across IT, Ops, AppOps/Dev-admin

Skills You'll Use Every Single Day

• We look for a Self-starter with a high energy level


• Ability to work with all levels of individuals


• Excellent communicator, both written and verbal


• Dynamic presenter with the ability to translate technical thoughts to everyday language

Education

• BA/BS degree or higher, or equivalent job related experience