Role Objective
The Territory Executive is responsible for large deals and transactional business within a geographical territory; this position covers Catalunya and Levante Territory based out of Barcelona and requires native Catalan language skills.
The objective of this role is to cover the territory through :
- direct personal focus and touch on the biggest clients, directly solidifying existing customer contacts and identifying and closing new revenue from the full portfolio of VMware products and services;
- collaboration with an Inside Sales executive, working on the same territory, whose goal is to generate and / or qualify leads, and focus on mid-size customers.
- Collaboration with Partners, to generate a healthy transactional business pipeline.
Reporting to the Sales Manager, the Territory Executive is motivated by complete management and quota of a territory, and is responsible for selling the complete VMware solution, products, and services within this territory.
Responsibilities:
- Achieving personal revenue targets by selling VMware solutions into allocated accounts within an assigned geographical region
- Capturing, understanding and analyzing specific customer business issues and demands and translating them into VMware solutions to build and maintain C level relationships
- Building focused account plans that ensure new business development and maintain account growth
- Orchestrating VMware’s internal resources to drive sales cycles
- Leveraging company wide marketing and demand generation activities including attendance at specific events e.g. World.
- Accurate forecasting and maintenance of internal sales systems as the opportunity owner and ensuring communication on pipeline status of all revenue streams to line management.
- Closing sales opportunities and negotiating commercial terms and conditions.
- Acting as an evangelist for VMware solutions, services and brand.
Competencies
Business Acumen. SaaS. Software Subscription competencies. Executive Presence. Account Management. Partner Management. Solution Selling. Resource Orchestration. Contract Management. Drive for Results. Effective Customer Communication.
Required Experience
Extensive and relevant experience of selling SaaS and enterprise software solutions to enterprises within a high tech environment
Track record in solution selling with public administration customers
Track record of building and maintaining relationships and credibility as a trusted advisor at C level
Proven experience in selling to enterprise and public customers outside of Barcelona
Direct knowledge of key accounts contacts in the territory
Knowledge of the partner landscape in the territory
Proven history of sales achievement and delivery against target
Must be able to demonstrate experience of leading virtual teams and orchestrating resource for maximum effect
Estimated travelling: 40% of the time
Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2020-06-11
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.
Job ID: R2005679
