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Commercial Account Manager

Seoul, South Korea

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Job ID R1900759

Job Description

the sales executive is responsible for a coordinated sales approach with VMware’s internal and external sales team. This extended team is driven to a common goal within a set number of named accounts. The mission of this group is to solidify existing customer accounts and elevate VMware to a more strategic partner in the customer’s business.

Job Responsibilities:
- Responsible for selling the complete VMware solution, products, and services within a list of 10-20 Key accounts in Commercial Territory
- Drive account portfolio sales strategy and establish sales cadence with the corporate account team
- Adopt account portfolio sales strategy leveraging channel partners
- Collaborate with Systems Engineering, Inside Sales and channel partners to ensure complete coverage of entire account portfolio.
- Develop and manage a partner strategy by selecting a set of “preferred” partners, develop a collaborative account planning and enable channel partners to be an extension of VMware sales force
- Learn and understand the assigned accounts extended business model and create offerings and solutions to meet corporate goals
- Solidify existing customer accounts and elevate VMware to a more strategic position within all accounts
- Match the VMware solution to the customer’s business needs, challenges, and technical requirements
- Move the transaction through the entire sales cycle
- Drive virtualization adoption and identify new opportunities within accounts
- Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis
- Ability to communicate the business value and/or ROI of proposed products and solutions
- Utilize VMware EPIC2 values (Execution, Passion, Integrity, Customers, Community) to conduct day to day business

Experience Required:
- 7- years of experience in related software industry with at least 5 years in a selling role to commercial accounts
- Experience selling in both a direct and an indirect or channel driven model
- Experience leading a team of professionals in sales campaigns that include sales executives, field SE’s, Inside Sales, Field Marketing, Services, etc.
- Domain experience selling in Datacenter Space. Ideally expertise across-compute, network, storage, Management and cloud
- Experience selling complex solutions, requiring integration (solutions being sold and with existing customer investments) and Professional Services to execute
- Proven track record of over achieving quota in a highly competitive, fast paced environment

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

- BA/BS degree or higher, or equivalent job related experience

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