The Commercial Account Executive (CAE) will own Uruguay & Paraguay Territory.
The CAE’s primary role is to maximize sales in Uruguay & Paraguay through leveraging the partner sales community. The primary focus is aimed at sales opportunities versus accounts and is achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions. It is expected that this role will increase deal win rates as well as accelerate time to close on key opportunities in the territory. Partner Business Managers (PBM) and Inside Sales Representatives (ISR) are key team members of the local geographic team with responsibility for identifying, selecting, developing, leading and managing all VMware sales partners in the Territory.
Co-develop a partner strategy for the territory to cover in tandem with ISR and PBM and execute on the strategy with specific revenue and profitability targets
Effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware opportunities
Coordinate appropriate enablement resources to support partner community within the territory
Orchestrate territory coverage with both internal and external partner teams to achieve high level results
Create and maintain effective partner relationships with partner principles located in assigned territory
Supports and provides guidance to both field and partner marketing events and activities
Accurately assesses general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor
Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis
Must have selling expertise, a major, in Applications, Enterprise Management or Cloud with a minor in Compute, Network, Storage
Domain experience selling in Datacenter Space
Has proven track record with working with the channel, SISOs
Experience selling complex solutions, requiring implementation, integration and Professional Services to execute
Experience building demand with cycle times of 6-24 months Ideally able to network to LOB leader, CxO – but at a minimum able to work across IT, Ops, AppOps/Dev-admin
Proficient in Spanish and English
BA/BS degree or higher, or equivalent job related experience
Ability to travel throughout the territory approx. 50% of the time
This job requisition is not eligible for employment-based immigration sponsored by VMware.
Category : Sales Subcategory: Field Sales Experience: Manager and Professional Full Time/ Part Time: Full Time Posted Date: 2021-04-08
Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.
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