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Territory Account Manager

Utrecht, Netherlands

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Job Description

About Us

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era. A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Why work for the Netherlands Commercial Team?

The Netherlands Commercial Team is a passionate team with a passionate desire to succeed and drive the digital transformation within our Territory.  Although you are an individual contributor within the business, you will be part of a team with a strong identity, and a reputation for a high standard of work and achievement. You will have the opportunity to craft and execute on your business plan through you own efforts and through the management of your virtual sales team.

Job Description

In this role you will be responsible for the Commercial Public Territory , and engage with their strategic partners.

Many organisations have changed dramatically in the past 3 years in terms of digital strategy and technology adoption, and as such, you will be skilled in the translation between customers digital business goals and the technology solutions selection to deliver these goals.

You will be able to align, influence and deliver goals through the delivery of the entire VMware portfolio including hybrid and public cloud services, end user computing, software defined datacenter technologies, and open data/standard solutions.

Responsibilities:

  • Develop and lead customer relationships that range from CIO and CEO and include CTO, CISO with a personal network at senior and influential level. 
  • Establish and run sector relationships and exceed quarterly sales targets.
  • Build a rolling 12+ month pipeline so that you can Build a strong and balanced business across a defined list of accounts in the region
  • Work with a small number of key partners to provide scale and coverage across the entire account list
  • Develop a Territory plan for your region, including an executive contact strategy
  • Drive and lead large opportunities to completion and manage partners to help deliver other opportunities
  • Sell the complete VMware solution portfolio including products and services
  • Manage complex enterprise solution campaigns while running a diverse set of partners within the same accounts
  • Match the VMware solution to the customer’s business needs, challenges, and technical requirements
  • Be responsible for forecasting and account/opportunity detail in SalesForce.com
  • The role, responsibilities and geographical focus might change and develop over time along with the company’s rapid growth.

Experience Required:

  • 2-5+ years’ experience in similar role ideally within a high performing, hyper growth environment.
  • Background within the IT, Technology, Commercial industry desired.
  • Proven track record of getting results through your own opportunity engagements and through harnessing the power of the channels
  • Experience with the development of pipelines from lead generation to close through own initiatives and engagements with partners
  • Proven ability to recognize, analyse, and take action on go to market approaches, Account Management and Demand generation program in the context of major partnerships.
  • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
  • Display the ability to communicate complex topics to an audience who may possess limited functional/technical knowledge
  • Quota carrying sales performance experience required.


Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2020-05-22



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: R2006744
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  • Field Sales, Utrecht, Provincie Utrecht, NetherlandsRemove