The Elevator Pitch: Why will you enjoy this new opportunity?

VMware has an exciting opportunity for you to join a dynamic and creative sales team. The VMware Cloud Sales Specialist owns sales responsibility for selling a growing Cloud Services portfolio with a particular focus on the Commercial segment. You will be responsible for building strong customer relationships and helping the customer realize their ambitions to transition to a hybrid or multi-cloud environment. You will be an exciting combination of cloud specialist and sales executive in a sales role that is at the center of the company strategy. You will also work with your extended team that includes Marketing, DSC, core Field, and Partner organizations to extend your reach and build profitable sales campaigns. If you like to work in a fast, international, stimulating, and rich work environment you don’t want to miss this opportunity!

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

Within 30 days of employment, become competent with VMware’s multi-cloud story, programs, and you will map your stakeholders. You will work closely with Engineering (SE), Field Core Account Managers, and DSC to support customers in their journey. Within 60 days you will develop a partner and end-user strategy for your territory to cover in tandem with your Solution Architect and hit your target. You will be accountable for quarterly booking targets for selling VMware Cloud Hyperscalers solutions (SaaS) across multiple customers both in the private and public sectors. Within 90 days you will be expected to support partners in negotiating large deals with deeply complex terms, conditions, price pressures, and considerations. This will require you to be capable of accurately assessing general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor. Within 120 days you will manage and orchestrate an extended team of inside sellers, partners, other specialists, core account managers, and customer success to over achieve your targets.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

Your regular activities may be modified to suit your professional strengths, but you can expect a variety of the following assignments:

• Engage and develop high propensity customers in the French-speaking territories - daily communication in French and English
• Take ownership of the cloud business, demand generation and sales execution
• Leverage the SE and Customer Success organization for desired results at top accounts
• Take the role of a highly trusted individual who maintains and expects high standards for self and team
• Being accountable for achieving booking and revenue consumption targets for VMware Cloud Hyperscalers
• Participate in a weekly forecasting process to provide visibility to VMware’s leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving targets
• Lead qualification for all the leads and sales opportunities for Cloud Services within your territory
• Drive increased monthly recurring revenue (MRR)
• Collaborate and build positive relationships with core Field and Partner sales leaders to ensure proper engagement with core teams and customers.
• Collaborate with Marketing to build sales campaigns and increase awareness of Multi-Cloud Solutions
• Work across multi-functions/multi-individuals to achieve desired results, build efficient plans aligned to the various parts of your territory
• Partner closely with the Sales Leaders to ensure that Partner and Inside Sales teams are providing sufficient support and on-track to contribute to achieving bookings and pipeline goals

What is the leadership like for this role? What is the structure and culture of the team like?

The hiring manager for this role is Teo D’Ortenzio, Cloud Sales Manager who has been in VMware for 6 years. He has been working and living in several countries such as Italy, Germany, Ireland, and Spain and believes in empowering talented individuals. He believes that leadership comes from attitude and not title or seniority and empowers his team members to bring new ideas to the table to have success. His management philosophy is about encouraging everyone on the team to be independent thinkers and not feel like he is looking over their shoulder. The team that you will work in will be covering the main regions in EMEA and will be counting 20 individuals.

Where is this role located?

Flexible: This role is based out of VMware’s Barcelona office and is open to candidates in the surrounding area or able to relocate. Work will be done from an office some days during a week and other days from a non-VMware building. Periodic travel (less than 20%) to meet with partners, and customers and to attend industry forums, tradeshows, and events as required.

What are the benefits and perks of working at VMware?

You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com.

• Employee Stock Purchase Plan
• Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
• Generous Time Off Programs
• 40 hours of paid time to volunteer in your community
• Rethink's Neurodiversity program to support parents raising children with learning or behaviour challenges, or developmental disabilities
• Financial contributions to your ongoing development (conference participation, training, course work, etc.)
• Wellness reimbursement and online fitness and wellbeing classes