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VMware Account Executive - Cloud Mgt and Automation (Army/Airforce) - Opportunity for Working Remotely in Jacksonville, Florida

Job Role and Responsibilities

VMware’s Federal Government team is expanding and looking for an experienced sales specialist for our Cloud Management team supporting our DoD customers.

The Cloud Management Specialist (CMS) is an outside/field sales position responsible for developing new sales pipeline for Cloud Management products by working directly with customers, as well as by partnering with Regional Directors (RD’s) and core Account Executives for strategic planning and target/prospect identification. The strategic focus of the Cloud Management Specialist is to build and drive Cloud Management pipeline by spending time with customers, develop close internal relationships with other sales team members, be a guide on messaging and the competitive landscape, work effectively with partners and understand how Cloud Management solutions help to transform VMware customers into digital businesses.

The Sales Specialist will work directly with customers and their internal team to identify business needs and increase sales pipeline. She/he will identify top deals for collaboration with Account Executives to qualify and close new business focused on the adoption of VMware’s Software Defined Data Center. The Cloud Management specialist provides specific industry 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. This person should have a strong professional sales skill set and be willing to pursue a territory with a strategic vision and tenacity.

  • Act as a business partner with the Regional Sales Director, SE Manager, and Services Sales Executive to build, 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 authority) in support of a Regional Director to help build a healthy Cloud Management ‘franchise’. This requires assessing the pipeline and business outlook to discover the needs for the RD’s business as it relates to people skills, marketing programs, enablement initiatives, and key resource investments for top deals

  • Interact closely with core account exec, as well as directly leading independent sales cycles

  • Develop positive 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 our Cloud Management products and services, as well as industry trends, customer adoption and other solutions

  • Work with Field Marketing to develop and execute marketing plans and presenting at industry events and customer briefings

  • Provide knowledge transfer to field sales on industry/solutions

Required Skills:

  • 6+ years in enterprise software sales at industry leading companies

  • Knowledge and experience of SaaS Selling

  • Consistent record of achieving business objectives in a highly challenging environment, working with DoD customers.

  • Selling experience working with C-level executives

  • Domain experience selling in Datacenter Space (ideally expertise across-compute, network, storage, management and cloud)

  • Knowledge of major cloud providers and their offerings

  • Possess in-depth knowledge of the IT Management business vertical, industry trends, end-user challenges and competitive landscape

  • Advanced knowledge of value selling methodologies, processes and tools

  • Strong services acumen to drive solutions (product and services) that reduce cost, improve agility, and delivery reliability to IT partners

  • Strong business analytical skills including developing business cases and Financial Models including ROI/TCO

  • Ability to be in front of the customer 75% of the time

  • DoD Security Clearances: Preferred. We expect candidates to be able to pass a DoD Secret background check.

Preferred Skills

Our team looks for candidates who embody our values of humility, compassion, collaboration above isolationism, respectfulness, honesty, and good-natured fun. Additionally, we would like:

  • Strong business management, planning, execution, and sales skills

  • Strong communication and presentation skills

  • Working knowledge of, Excel, PowerPoint

  • BA/BS degree or equivalent experience

This job requisition is not eligible for employment-based immigration sponsored by VMware.

For positions located in Colorado: The base salary range is a Min of $264000. Bonus, commission, and/or equity may be eligible for this position. Additional benefits for this position can be found at *Note: Disclosure of Colorado pay and benefits required per sb19-377

Category : Sales

Subcategory: Field Sales

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2021-10-13

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

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.