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Senior Account Manager

Primary Location: JPN


Additional Location(s):

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Tanzuは開発(Build)/実行(Run)/管理(Manage)という3領域をカバーする包括的なモダンアプリケーションの世界を実現し、開発者(Developer)とIT運用担当者(Operator)の間の「橋渡し」となるソリューション。Tanzuポートフォリオは「VMware Tanzu Kubernetes Grid」「VMware Tanzu Mission Control」「VMware Tanzu Application Catalog」「Tanzu Application Service」「Tanzu Observability by Wavefront」といった製品群があります。多くの企業が迅速にビジネス環境の変化、新規事業の立ち上げを行うために重要になってくるのがアプリケーションで、そのアプリケーションの開発、実行、管理を支援するTanzu製品を提案することがセールスの役割です。

私たちはVMware Tanzuポートフォリオとその他Pivotalプラットフォームサービスを担当する積極的でエネルギーレベルの高い、ソフトウエアの営業経験者を求めています。既存のお客様との関係性の強化はもちろん新規開拓も実施していただきます。シニアアカウントマネージャは担当領域における売上達成に責任を持ちます。

・効果的なエンタープライズレベルの戦略を立案し、導入について担当顧客の役員に対し提案し、Pivotal製品やサービス導入により、お客様のビジネス価値を最大化する支援を行います。

l 売上予測立てる。担当領域の売上促進及び継続契約率の促進。

l 担当顧客のニーズにフォーカスし、契約を更新を促進。

l 最良な顧客との関係性を築く。付加価値を提供し、顧客ビジネスに役立つ洞察力にあふれ戦略的な情報を提供。

l 既存及び新規顧客に対しPivotal製品の販売促進。

l 短期的な売上目標を達成しながら長期的には戦略的担当顧客を育成。

l 製品、ソリューション、サービスについての知識を深め、戦略立案力と実力を高める。リーダーシップを発揮

l 社内外の関係者に対しPivotalの代表として、誠実に行動する。業界内の信頼を維持、新規ビジネスを見通しをたて、関係性を確立し強化

必要な経験及びスキル

l ITコンサルティングやITセールスの経験10年以上。

l 前職における継続的な目標達成。成果主義、競争力が高い

l エンタープライズ企業における役員クラスとの関係構築経験

l DevOps, PaaS, Agile、コンテナについての高度な知識

l コンサルティング営業の経験

l 自主的に業務を推進し、必要に応じて他者を巻き込める能力

l 理路整然としたプレゼン能力

l 高いコミュニケーション能力

l パートナー調整能力

l 革新的思考、ビジネス志向

l プレッシャーの高い環境において、最小限の指示でビジネス案件を選別、実行、契約まで結びつける能力

l チームプレーヤー。自発的。割り振られた業務を主体的に進める。

l 起業家精神の持ち主あるいはスタートアップ環境での経験

l 製品を売るだけでなく価値を売ることができる

l 交渉力、クロージング力

l 対人関係能力

l 責任感、やり遂げる力

l 結果主義。自律心が強い。

About Us

Ready to build? So are we. Come join VMware’s new exciting Modern Applications Business Unit (MAPBU) team, made up of products and services under the Tanzu portfolio to help customers build, run and manage their most important applications. We build applications with velocity to run in a cloud-native environment, run open-source Kubernetes with consistency, and manage our customers entire footprint with confidence to help them achieve their business outcomes. Job Overview

A typical day in this role: We are looking for an aggressive, high-energy, software sales professional who will identify and bring to closure VMware Tanzu and other Pivotal Platform service opportunities. You are expected to generate net new business as well as for maintaining and growing relationships with existing accounts. You are responsible for the overall health and sales performance of the territory of defined accounts.

Specifically, in this key role the successful candidate will be required to:

-Consult with C-level executives to develop and implement an effective enterprise wide strategy that maximizes the value delivered by Pivotal’s products and services

-Forecast revenues timely and accurately; Increase revenue and retention rates for specified key accounts

-Perform contract renewal activities focused on client needs

-Build excellent client relationships offering value-added, insightful and strategic input to their business

-Work with existing and new customers to expand Pivotal territory coverage

-Develop long-term strategic accounts as well as to meet short-term performance goals

-Provide leadership in the development of product knowledge, solution, sales and service -strategies and competency development using the Integrated Sales Cycle

-Represent Pivotal with integrity, maintain industry credibility, prospect for new business, and establish and strengthen relationships through presenting to various audiences and attendance

Education and Experience The successful candidate will possess: ‐10+ years of technology consulting and/or product sales experience with focus on IT

‐Consistently outperform sales quotas in previous jobs, achievement driven and highly competitive

‐C-Level and VP level relationships at key customer contacts (enterprise market)

‐Advanced knowledge around DevOps, PaaS, Agile, Containers

‐Experience using a consultative sales approach

‐Ability to work independently and leverage resources wisely when needed

‐Strong organizational and presentation skills

‐Strong verbal and written communication skills

‐Good partner management skill ‐Innovative thinking and business oriented

‐Able to qualify, execute and close business opportunity under minimum guidance; high pressure

‐Team player, self-motivated and able to take ownership on the assigned task(s) ‐Possess entrepreneurial spirit or worked in a start up environment ‐Proven ability to sell to business line and sell the business value vs. product is KEY ‐Negotiation and closing skills ‐Excellent interpersonal and communication skills ‐Reliable, resilient with high commitment ‐Goal-oriented with ability to work autonomously


Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2021-01-15



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: R2016944
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