At VMware the End User Computing (EUC) solution set is a platform for our customers, which includes technologies focused on improving end users’ productivity and mobility, mitigating excessive costs, and to securely enable a user to be able to work on any device from anywhere within the context of a Digital Workspace. Role: The EUC Sales Specialist will drive the EUC business across a number of territories in the (region) Commercial business. The primary role is to find, develop and close large (war room) opportunities in their assigned territories. The individual will work with mobility specialists, core sales teams, partners and independently to build their business. Their focus is aimed at sales opportunities versus accounts and is achieved by collaborating with multiple departments and 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. Responsibilities Drive account campaigns to identify and grow EUC opportunities within both IT and the line of business 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 Accountable for a quarterly bookings target for VMware products including packaged services and education offering Coordinate appropriate enablement resources to support partner community within the territory Work closely with multiple Inside Account Executives to maximize VMware bookings in their assigned geography. This will include end-user sales – always with a Partner, 1 to many Partner and Customer events and Partner recruitment/enablement 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 Create and maintain effective internal relationships with sales leaders and sales people 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 Align, Manage, and Maintain C Level relationships with all prospective customers and existing customers Maintain and upkeep SFDC as the system of record to include- Sales Stage, Contract Value and accurate close dates supported by the VMWare sales methodology artefacts Experience Required 5+ years of proven selling experience in a fast paced, highly competitive, ever-changing sales environment Domain experience selling in IT. Ideally expertise across- Mobility and Desktop, compute, network, storage, Management and cloud. Must have exceptional selling, presentation and technical skills with a passion for driving Partner & End-User activity across their region in order to exceed quarterly bookings targets. Must be driven to achieve quarterly targets Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations Comfortable supporting Partners negotiating large deals with complex terms, conditions, price pressures and considerations History of coordination within a matrix environment of multi-functional teams such as Systems Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas are achieved and exceeded Must possess strong leadership skills and the ability to build a complex Partner and End-User sales strategy to achieve both short & long term goals, objectives and bookings targets Must drive both ‘Whitespace’ and ‘Walletshare’ selling motions in their assigned geographies Core Competencies: Self-starter who takes initiative and works with limited direction Highly trusted individual who maintains and expect high standards for self and team Analyses available data and makes decisions which are best for VMware Ability to travel regionally on a regular basis Category : Sales Subcategory: Field Sales Experience: Manager and Professional Full Time/ Part Time: Full Time Posted Date: 2021-07-30 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.