The Elevator Pitch: Why will you enjoy this new opportunity? We are looking for an experienced successful Senior Enterprise Account Manager to join our Large Enterprise team in Spain at VMware. You will bring passion, drive, and a genuine customer-first approach to help our enterprise 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. You will work with the Government and Financial Services Institutions in Catalunya. Each customer will bring a variety of challenges and opportunities, demanding all of your skills 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. 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? As Senior Account Manager, you will have 5 Large Enterprise customers. Examples of your sales territory would be: Government of Catalunya, Caixa Bank, Bank Sabadell, Naturgy, and Grifols. You will be sharing your deep expertise of optimizing complex software solutions in this industry with customers. Successful Account Managers maximize their time with customers, engaging in their business and exploring ways in which VMware can deliver solutions. You will set a regular cadence for engagement with the range of stakeholders, including quarterly reviews and executive briefings. You will cover a breadth of stakeholders from department managers up to the c-suite executives. Your individual customer account plans will establish a foundation of intelligence and insight for both short-term tactical sales opportunities as well as long-term strategic success. Excellent written and verbal communication skills and an overall consultative approach will set you apart from competitors. You will seek to build a deep understanding of the customer landscape through great discovery activities and in building robust roadmaps for sustainable customer partnerships. The VMware way of selling incorporates a number of technical, financial, and value-based tools that all account managers are expected to master and leverage to the full. Internally, you will work with specialists from across each of our technology areas to identify and develop value-based solutions for your customers. You will be expected to deliver high standards of customer account management practice including opportunity management, pipeline development, and performance reporting. As part of a team, your contribution is key to sharing best practice and building industry-wide success stories for the wider business to learn and leverage.
What is the leadership like for this role? What is the structure and culture of the team like? The hiring manager for this Senior Enterprise Account Manager role is Alexandre Bento, Director, Enterprise Spain. He leads an enterprise team of 7 account managers supported by a team of Solutions Engineers (SE's) and Business Unit Specialists covering the technology portfolio. Alexandre brings a coaching-led management style, built on 20 years' experience of leading and implementing sales methodologies to build sustainable customer relationships. He holds a deep philosophy for customer curiosity, relentless energy, process focus, and team contribution.
What are the benefits and perks of working at VMware? Employee Stock Purchase PlanMedical Coverage, Retirement, and Parental Leave Plans for All Family TypesGenerous Time Off Programs40 hours of paid time to volunteer in your communityRethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilitiesFinancial contributions to your ongoing development (conference participation, trainings, course work, etc.)Wellness reimbursement and online fitness and wellbeing classesCategory: Sales
Subcategory: Field Sales
Experience: Business
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