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Education Solution ConsultantJob ID R1812371-2 Date posted 12/05/2018
The Education Sales Executive will work closely with the VMware field sales team and independently to identify, prospect, and secure business opportunities to strategically driving new education services business into named VMWare Accounts. This person will work with VMware’s sales reps from all Business Units to deliver complete solutions inclusive of education.
• Conducts prospect, active, and inactive account sales calls both independently and jointly with licence field sales
• Identifies prospects and develops sales strategies to secure new business. This may include sales calls, competitive analysis, coordination of presentations and proposals, in-office demonstrations, direct mail campaigns, and follow up activity coordinated within that plan/approach
• Meet/exceed % quota attainment
• As a trusted advisor, build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into education services opportunities.
• Develop comprehensive education account plans and actively participate in the licence field sales team planning sessions
• Leverage and engage in-territory Education Sales Consultants where appropriate to maximize account coverage and optimize the opportunity for Education Services
• Analyse and understand the accounts and opportunities within the territory and realise and grow the business
• Create sales proposals and follow work order process for assigned accounts
• Provide reliable sales forecasts on a weekly, monthly and quarterly basis
• Proven experience in developing sales strategies, conducting cold calls, making sales presentations, closing techniques and developing service and pricing proposals
• Self-motivated individual who exhibits sense of urgency in all sales and service related activity
• Exceptional communication, presentation, follow-up, negotiation, and closing skills. Strong emphasis on the ability to listen and present appropriate solutions
• Ability to develop account teams and work effectively in team environments
• Knowledge of VMware products and solutions a plus
• Understanding of technical/professional services industry
• 7+ years experience in selling Enterprise Software and/or services
• Ability to travel up to 50 percent of the time
• German spoken and written
• 4+ years experience in consultative selling services
• Experience of sales within the IT Services industry
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