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 with multi-cloud, app modernization, digital workspaces, virtual cloud networks and security as fundamental technology platforms. 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 fueled 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. We are passionately driven to make an impact while contributing back to the community. Learn more at https://careers.vmware.com/main/ today Job Family: Sales Job Title: Senior Enterprise Account Manager BFSI Remuneration: 50/50, Sales Plan Reports to: Director BFSI Based in: Mumbai Why Choose VMware? VMware streamlines the journey for organizations to become digital businesses that deliver better experiences to their customers and empower employees to do their best work. All through our solutions across compute, cloud, networking and security, and digital workspace. Since our founding in 1998, our employees and ecosystem of 75,000 partners have been behind the technology innovations transforming entire industries—from Banking, Healthcare, and Government to Retail, Telecommunications, Manufacturing, and Transportation. Every day, we work to solve our customers’ toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes and more–to define the digital foundation that will accelerate the next wave of innovation. Read more about us here : https://www.vmware.com/company.html Job Description VMware is seeking an Enterprise Account Manager - BFSI at Mumbai to grow the business and manage key strategic accounts. This is a unique opportunity to join one of the most dynamic and fastest growing sales organizations today. VMware’s growth over the past year is unparalleled in enterprise software. The EAM will be responsible for selling the company’s products and services within a given set of BFSI accounts. The mission of this position is to solidify existing customer accounts and elevate VMware to a more strategic partner in the customer’s business. Responsibilities: • Responsible for selling all VMware solutions, products, and services within a set of Large accounts (new and existing customers) • Solidify existing customer accounts and elevate VMware to a more strategic position within the accounts • Break into large `new’ accounts and get business for VMware • Sell VMware solution as a 'platform’ within an account and change the role that IT plays from being considered a cost burden to a strategic BU • Manage complex enterprise sales campaigns while managing a diverse set of partners within the same accounts • Match VMware solutions to the customer’s business needs, challenges, and technical requirements • help build and sustain a funnel that is 3x of quarterly forecasts • Map and maintain relationships at all levels within the complete accounts echo system – IT Heads, policy makers, consultants, advisors, and partners and other key decision makers and influencers • Work towards the goal of making accounts standardize on VMware solutions Experience Required: • Should be working in a similar role in other large organizations • Minimum 12 years of relevant experience with IT / Software Solutions company, managing large Enterprise Accounts in West region. BFSI - PSU banks experience is a must. Should possess excellent communication skills BE/MBA with skills around IT Infra Solutions Ability to forecast and mange complete sales cycle Software License Sales Experience Experience of managing RFPs/Tenders with PSBs Existing relationships in PSBs would be distinct advantage Expertise in working in Matrix Organisations Knowledge and relationships with Eco System partners • Must have experience in selling in or around ‘platform’ sales such as Infrastructure Solutions – servers, Storage, etc • Proven track record of success selling in a highly competitive environment • Business forecasting ability in identified accounts and track record of meeting targets. Core Competencies: • Self-starter with a high energy level • Ability to work with all levels of individuals • Proven track record of quota over-achievement • Excellent communicator, both written and verbal • Dynamic presenter with the ability to translate technical thoughts to everyday language • Ability to articulate complex technical ideas • Skilled in thinking strategically and tactically • Ability to forecast accurately Joining the Team As an inclusive, team-first company, our people are at the core of everything we do. We care deeply about creating a workplace where our team members feel valued, respected and empowered. We are committed to providing equal opportunity regardless of gender identity, ethnicity, disability, sexual orientation or life stage. We work hard to create a safe and inclusive environment for all, and most importantly, we're all about creating better experiences – for our customers and for each other. We’d love to hear from You If you meet a number of the requirements, but not all, we encourage you to submit your application. You can learn more about working with us on LinkedIn or via http://careers.vmware.com E X E C U T I O N: Do It Together We debate, discuss, and then get things done as One VMware. We check our egos at the door and work together without compromising impact, quality or efficiency. P A S S I O N: Challenge the Status Quo We are fueled by curiosity and the pursuit of the seemingly impossible to continuously make things better for our customers, products and each other. I N T E G R I T Y: Build Trust We say what we do then do what we say. We build and nurture relationships with one another, our customers, partners, shareholders, and community without taking anything for granted. C U S T O M E R S: Make It Possible Our customers are core to our mission. We empower our customers by freeing them from constraints so they can meet their toughest technological challenges. We succeed when they succeed. C O M M U N I T Y: Give More We are all connected. We approach each other with open minds and humble hearts. We serve by dedicating our time, talent, and energy, creating a thriving community together. Category : Sales Subcategory: Field Sales Experience: Business Leadership Full Time/ Part Time: Full Time Posted Date: 2021-08-23 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. 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.