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Senior Account Executive-NSX FSI (Federal System Integrators)

Primary Location: Reston

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Federal Sales Specialist, NSX (Federal System Integrator)

Job Role and Responsibilities

VMware’s Federal/SI Team is expanding and looking for an experienced sales specialist for our NSX specialist sales team supporting our System Integrator Sell-To team.

VMware NSX is a network virtualization platform that delivers the operational model of a virtual machine for the network. Virtual networks reproduce the network model in software, allowing complex multi-tier network topologies to be created and provisioned programmatically in seconds. NSX includes a library of logical networking services – logical switches, logical routers, logical firewalls, logical load balancers, logical VPN, QoS, and distributed security.The NSX virtualization platform is helping hundreds of customers realize the full potential of a Software Defined Data Center.This is an opportunity to join an exciting and rapidly growing business within VMware.

The Sales Specialist within our N&S (Networking & Security) team is responsible for a coordinated sales approach with VMware’s NSX and Virtual Cloud Networking for both internal and external sales team. This extended team drives toward a common goal across our System Integrator Sell-To accounts. The mission of this group is to broaden the reach of these accounts in order to ensure the VMware NSX foothold across the assigned regions. Our solution set is viewed as a ‘platform’ within an account. It changes the role that IT plays within that account from being considered a cost burden to a strategic deployment.

  • You are responsible for selling VMware NSX and Virtual Cloud Networking solutions into System Integrator Sell-To accounts

  • You help drive account portfolio sales strategy and focus on top accounts and establish sales cadence with the corporate account team

  • You will be responsible for leveraging channel partners during your sales cycle

  • You move the transaction through the entire sales cycle

  • You are responsible for driving virtualization adoption and identify new opportunities in Tier 1 accounts

  • You will solidify existing customer accounts and elevate VMware to a more strategic position

  • You will help identify and match the VMware NSX and Virtual Cloud Networking solutions to the customer’s business needs and technical requirements

Required Skills

  • 6+ years in enterprise software sales at industry leading companies

  • 4+ years of related network route/switch, network management, network and/or security-based sales.

  • Consistent record of achieving business objectives in a highly challenging environment, working with Federal/System Integrator customers

  • Selling experience working with C-level executives 

  • Domain experience selling in Datacenter Space (ideally expertise across-compute, network, storage, management and cloud)

  • Knowledge of major cloud providers and their offerings

  • Advanced knowledge of value selling methodologies, processes and tools

  • Strong services acumen to drive solutions (product and services) that reduce cost, improve agility, and delivery reliability to IT partners

  • Strong business analytical skills including developing business cases and Financial Models including ROI/TCO

  • Ability to be in front of the customer 75% of the time

Preferred Skills

  • Strong business management, planning, execution, and sales skills

  • Strong communication and presentation skills

  • Working knowledge of, Excel, PowerPoint 

  • BA/BS degree or equivalent experience

Travel: 30-50% of the time 

Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Remote: Yes
Posted Date: 2020-11-20

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

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: R2018107
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