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Client Solutions Executive(サービス営業)

Primary Location: Tokyo,
Additional Location(s): Tokyo, Japan

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【業務内容】

VMware製品活用における成功カギはプロフェッショナルサービスオガニゼーション(PSO)がにぎっています。PSOチームは、VMwareを始めとする各種テクノロジーを活用して、お客様ビジネス価値向上に貢献します。
Client Solutions Executiveは、PSOビジネスの成長をミッションとし、PSOの様々なサービスを、お客様の状況に合わせて提案し、プロジェクトを実現していくことがその仕事となります。PSOメンバーとの協業は勿論のこと、提案にあたっては営業組織メンバーとの協業も欠かせません。VMwareのソフトウェアとサービス両方の効果を最大限に発揮し、お客様価値を最大化するために、適切な提案活動を行っていきます。
具体的には、以下のような活動を行います。
• PSOとしてのビジネスプラン策定
• 営業組織とのアカウントプランニング立案
• 標準的なPSOメニューの営業組織への紹介
• お客様へのVMwareの価値、PSOの価値の訴求
• PSOメンバーの力を借りた、個別お客様向けの提案内容作成
• クロージングに向けた、営業組織との協業、お客様との交渉、合意
• 継続的なお客様とのリレーション維持
• PSOとしてのマーケティング活動リード

【求める経験・能力】

VMwareの製品、技術を活用していただくための、PSOメニューの提案活動、その結果としてのPSOビジネスの成長がミッションの根幹となります。
(必須条件)
• 大卒以上の一般知識
• ITビジネス営業としての経験 <必須>ソフトウェア、ハードウェア、ITサービスの営業経験が5年以上、ないしは同等の能力が求められます
• 高い目標金額の達成に向けて、自信を持って営業活動を行える能力
• 高いプレゼンテーション、コミュニケーション能力
お客様、PSOメンバー、社内営業組織など、多くの関係者とのコミュニケーションを上手にマネージすることが求められます
過去の作成資料などは面談の中で拝見させていただきます
• 自発性、想像力、献身力、ストレス耐性など
ITビジネス営業として一般に求められる上記のような特性は必須です
• 企業経営に関する知識、あるいは関心
ITがお客さまのビジネスにどう貢献しうるかを考えていることが必須です
• IT全般に関する知識、あるいは関心
自身でサービスを提供するわけではないので、深い知識は必要ありませんが、お客様のIT課題を理解するために、VMwareが貢献できることを考えるためになど、全般的な知識は必要です
• 英語  最低限でもメールベースでのグローバルとのコミュニケーション

(尚可)

• 外資系ソフトウェアベンダーの有償サービス営業としての経験
• VMware関連知識
    VMwareに関連する営業経験などがあればベターですが、入社前に必須ではありません

About Us

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. We enable people and organizations by radically simplifying IT through software virtualization with a focus on three core missions: End-User Computing (EUC), Hybrid Cloud and Software-Defined Data Center (SDDC). Join our community – instigators of innovation and transformers of technology – as we envision and create what’s next in IT. Get connected to an engine of opportunity fuelled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT. With 13,000+ employees and 50+ locations worldwide, we are passionately driven to make an impact while contributing back to the community. Learn more at vmware.com/careers today!

Job Overview

The Client Solutions Executive(CSM) is a motivated, result driven individual that works with a territory Sales team to identify, develop, and close new and renew VMware Services business through the provisioning of VMware solutions to help our key customers accelerate and maximise their investment in VMware technology to achieve business outcomes.

Responsibilities

  • Applies consultative services selling skills to develop attractive value propositions for strategic VMware customers
  • Understanding of customer’s decision making process, goals, objectives and strategies
  • Utilises advanced knowledge of VMware’s service offerings and understanding of the customer's business to develop customised proposals that present solutions that successfully sell the organisation's capabilities to customers technology or business outcomes
  • Develops proposals and Statements of Work for VMware solutions leveraging existing IP and taking the documents through the internal review and approval processes
  • Collaborates with delivery teams to ensure that delivery capability matches the proposed solution
  • Understand the competitive landscape and the impact to the solution and price
  • Ensures solution value drivers are reflected in the client value proposition
  • Closes Services business to meet territory financial goals
  • Maintains effective customer relationships with key senior-level decision makers and influencers in order to understand the customer's requirements, match them with the organisation's solutions, and close the deal
  • Maintains a high level of industry, organisation, product and service knowledge to transfer this knowledge to customers and prospects.

Education and Experience

The ideal candidate will have the following attributes:

  • Is self-motivated, energetic, dedicated, driven, tenacious, achiever, well presented, able to communicate effectively at all levels
  • Has been an IT services consultant or has worked for a services consulting organisation for 7+ years
  • Ability to develop long-term strategic and executive level relationships
  • Ability to articulate the value proposition; focus on selling business outcomes, not just technology solutions, solutions sales approach
  • Maintain current and in-depth knowledge of the entire VMware product line
  • Has the ability to and work ethic to efficiently develop proposals and scopes for the solution responses
  • Ensure that propositions are technically sound, deliverable, competitive and representative of market leadership in the application of technology to addressing business issues or outcomes
  • Ensures effective client engagement and stakeholder management during assignment
  • Has a strong Business and financial acumen
  • Effective presentation and negotiation skills
  • In industry knowledge in area’s including cloud technologies, virtualisation, application modernisation
  • Familiarity with systems management concepts, processes and standards; capacity/performance management and the fundamentals of ITIL

Category : Sales
Subcategory: Services Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2020-03-24



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: R2001206
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