The VMware **Cloud Sales – Strategic Cloud Provider** is a customer facing role, responsible for growing the cloud revenue of our most strategic cloud provider partners and increasing value to those partners through collaborative sales efforts amongst VMware sales Teams. You will become the primary point-of-contact with the extended sales teams both within VMware and the Cloud Provider. You will lead the sell-with activities, building strategic relationships and managing business outcomes that meet the mutual goals of the Cloud Provider and VMware.
The Cloud Sales – Strategic Cloud Provider role will need to work closely with all functions within the VMware business including technical and marketing to support the overall plan. You should have considerable sales experience of working with strategic Cloud Providers and you will have technical knowledge of VMware products as well as the overall Cloud landscape. Additionally you will be highly skilled at translating strategic objectives into a clearly defined, executable business plan.
+ Trusted Advisor Cloud Specialist sales support to Core and Extended sales Teams for Cloud Provider partners
+ Drive collaboration and teaming assistance with targeted Cloud Providers
+ Develop and manage a parter sell-with pipeline, driving growth by converting opportunities to wins
+ Manage a deal qualification end-to-end process
+ Collaborate across business, technical, marketing and operational resources
+ Articulate the value propositions and technical concepts of the VMware Product and Services portfolio
+ Participate in and support End Customer sales calls and proposal creation and delivery
+ Organize planning and networking events amongst Sales Teams and targeted CP’s
+ Conduct effective cadence for pipeline and forecast reviews with sales region and aligned CP Teams
+ Monitor and report Cloud Provider accuracy around product usage and compliance
+ Provide enablement to assigned Sales Region for Cloud Provider Solution Brief
+ Communicate regular business updates to Sales Segments and Leadership, including monthly and quarterly dashboards illustrating performance on important metrics
+ Develop success stories and communicate top wins across broader sales teams
+ Minimum of 8 year’s experience in Cloud sales and Account Management, with large cloud partners
+ Demonstrated ability to hit quarterly revenue targets
+ Proven ability to network with LOB leader, CxO and engage at all levels in Cloud Provider Partners for the purposes of solution selling and articulating VMware strategic vision to drive joint business outcomes
+ Exhibits exceptional sales and business insight, credibility and presence to enable effective relationship building, influencing and instilling confidence at all business levels
+ Excellent interpersonal skills with an ability to provide clear communication
+ Ability to present in any business situation with a demonstrated capability of leading conversations and persuading
+ High comfort level with complex cloud technology and concepts
+ High levels of energy, drive and commitment, combined with excellent written and verbal communication skills.
+ Bachelor’s degree required; MBA preferred
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
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.