EUC Sales Specialist

Job Description

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 defined territory. The primary role is to find, develop and close EUC solutions opportunities in your defined patch. You will work with mobility and desktop specialist SEs, core sales/SE teams, partners and independently work to build your business. The EUC Sales Specialist focus is aimed at developing sales opportunities in your defined segment by collaborating with multiple departments and personas in the organizations 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.
• Align, Manage, and Maintain relationships with all prospective customers and existing customers and partners at a C-level and operational level.
• Build and maintain effective relationships with sales leaders, sales people and partners located in your territory
• 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
• 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
• Co-develop a partner strategy for the territory to cover in tandem with 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 our products including packaged services and education offering
• Coordinate appropriate enablement resources to support partner community within the territory
• Orchestrate territory coverage with both internal and external partner teams to achieve high level results
• Supports and provides guidance to both field and partner marketing events and activities

Experience Required

• 10 years selling experience in a dynamic, highly competitive, ever-changing sales environment
• Domain experience selling in IT. Ideally exposure across Mobility and Desktop, compute, network, storage, management and cloud.
• Exceptional selling, presentation and technical skills with a real passion for driving Partner & End-User activity
• 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
• 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
• Proven track record working with Partners including Dell, HP IBM, Lenovo etc. to build strategic and cooperative sales campaigns together
• Knowledge of EUC products and technologies
• Will work closely with top Partner Executives/Sellers across the territory of North & East India

Skills Youll Use Every Day:

• 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

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Keyskills :
large dealssales strategyequal employment opportunitydata centermarketingnegotiationsalesbusiness developmenthybrid clouddeliveryeuropean works councils