Cloud Management Specialist

VMware is the leader in virtualization and cloud infrastructure solutions that enable businesses to thrive in the Cloud Era. A pioneer in the use of virtualization and policy\-driven 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.

The Cloud Management Specialist is a sales position responsible for partnering with Regional Directors (RD’s) to develop a healthy Cloud Management Business. As part of this regional strategy, the Sales Specialist will help RD’s identify the business strength and weakness, and recommend corresponding actions to ‘sure-up’ the pipeline. They will also jointly identify top deals for which they will partner with account executives to qualify and close new business focused on making VMware’s Software Defined Data Center Vision actionable, in terms of consulting and technology solutions. The Cloud Management specialist provides specific industry, domain, and product expertise to drive new business, build customer loyalty, and facilitate the closing of sales opportunities to achieve vCloud Suite and Cloud Management business objectives within an assigned sales region.

* Act as a business partner with the Regional Sales Director, SE Manager, and Services Sales Executive to create, maintain and execute a business plan with goals and objectives for the region, based on the regional SWOT and VMware’s strategic direction * Be operationally excellent in the day-to-day running of the business including (but not limited to) pipeline development, forecasting, account planning, sales cycle management, collaboration, teamwork, and best practice sharing * Lead multiple customer sales cycles from qualification through close; effectively orchestrating necessary resources, completing required sales activities (RFI/RFP, customer qualification, requirements gathering, solution development, business validation, TCO/ROI), and developing close plans to execute with account teams * Work effectively as both a specialist (subject matter expert) in support of a Regional Director to help build a healthy and wealthy Cloud Management ‘franchise’. This requires assessing the pipeline and business outlook to determine the needs for the RD’s business as it relates to people skills, marketing programs, enablement initiatives, and key resource investments for top deals * Work effectively as both a specialist (subject matter expert) in support of a core account exec, as well as, directly leading independent sales cycles * Develop strong relationships with key decision makers and influencers within customer accounts by providing insights and value that establishes credibility and trust * Maintain a strong technical knowledge of VMware’s Cloud Management products and services, as well as, industry trends, customer adoption and competitive solutions * Work with Field Marketing to develop and execute marketing plan, presenting at industry events and customer briefings * Provide knowledge transfer to field sales on industry/solutions

* 5+ years in enterprise software sales at industry leading companies. With a proven track record of achieving business objectives, in a highly competitive environment, working with fortune 1000 companies * Candidate will possess sound consultative sales skills with demonstrable selling experience at the C-level * Possess in-depth knowledge of the IT Management business vertical, industry trends, end-user challenges and competitive landscape * Strong business management, planning, execution, and sales skills * Strong communication and presentation skills * Strong services acumen to drive solutions (product and services) that reduce cost, improve agility, and delivery reliability to IT stakeholders * Advanced knowledge of value selling methodologies, processes and tools * Strong business analytical skills including developing business cases and Financial Models including ROI/TCO * Ability to understand and present VMware's vision, strategy and organization * BA/BS degree or equivalent experience * Ability to travel a minimum of 50% of the time