Enterprise Account Executive, Energy and Utilities

2 mesi fa

Milano, Italia VMware A tempo pieno

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

The Enterprise Team is a high-energy, passionate team of salespeople with a desire to succeed and drive the digital transformation within the most relevant Customers in the North of Italy. Although you are an individual contributor within the business, you will be part of a team with a strong identity, and a reputation for a high standard of work and achievement. You will have the opportunity to craft and execute on your business plan through your own efforts and through the management of your extended sales team. As the Account Executive your primary focus is aimed at closing larger strategic business while maintaining sustained transactional sales growth. Collaborating with the entire partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical.

**Who are you? This industry has changed dramatically in the past 3 years in terms of digital strategy and technology adoption, and as such**:

- You will be skilled in the translation between digital business goals for the Energy and Utilities Sector and the technology solutions selection to deliver these goals leveraging your creativity and dynamism.
- You are a sales individual who has experience with this customer community at senior level, can prioritize and is adept at building solid repeatable business propositions, particularly in a digital and cloud focused environment. You will have experience in getting results through your own sales engagements and through harnessing the power of the channel.
- You will possess a deep understanding of the changing environment within the Telco & Media sector and how the drive for digital services, cloud first strategies and cost savings can be used to build positive relationships and to deliver significant sales success.
- You will have a consistent record of successful and smart selling in this meaningful and changing business environment is crucial.

**Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?**
- The primary objective of this position is to develop a strategy for the Accounts to be covered and hit annual revenue. You will be accountable for quarterly booking targets for selling VMware products (perpetual and SaaS) across compute, network, storage, security, datacenter management, and cloud services, along with packaged services, and educational offerings.
- You will need to orchestrate the coverage through effective collaboration, leadership, and coaching of internal team/specialists and external partners on how to position and close VMware opportunities. You will work closely with top Partner Executives/Sellers including leading VARs, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners.
- You will be expected to support Partners in negotiating large deals with deeply complex terms, conditions, prices 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.
- Own and lead the engagement with the CIO/CDIO, CTO and CISO for each of the accounts
- Develop and grow personal relationships and influence with departmental leaders
- Grow VMware’s wallet share in each department’s digital service portfolio
- Selling the complete VMware solution portfolio including products and servicesLearn and understand the assigned accounts’ extended business model and craft offerings and solutions to meet their goals
- Become as intimate as possible with assigned accounts and bridge the gap to executives while increasing VMware consideration
- Solidify existing customer accounts and elevate VMware to a more strategic position within key accounts
- Manage complex enterprise sales campaigns while running a diverse set of partners within the same accounts
- Match the VMware solution to the customer’s business needs, challenges, and technical requirements

**What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**
- You will be expected to travel (pandemic situation allowing) 30-50% of the time meeting with and presenting to current and prospective customers and for internal and customer events/meetings.
- You will be expected to increase customer spending through ‘Whitespace’ and ‘Wallet share’ selling motions in assigned geographies.
- You will have to support and provide guidance to both field and partner marketing events
- You will need to drive coordination within an internal set of multi-functional teams such as Systems Engineers, Product Specialists, Inside Reps, Field Marketing, Professional Services, and Channel Management and external partners as described previously.
- Meet and exceed quarterly sales targets and build a rolling Four Quarters pipeline so that you can Build a strong and balanced business across

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