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

We are looking for a Corporate Account Executive to join our sales team at VMware in Sydney. You will bring passion, drive and a genuine customer-first approach to help our enterprise customers achieve their digital transformation goals.

You will own the customer engagement whilst orchestrating a team of specialists to identify, develop and deliver value-based opportunities benefitting the customer and VMware.

Your efforts will help establish VMware as a critical business partner, building a sustainable reputation around our technology solutions and how we do business.

You will work with the Corporate Accounts team in Australia.  Each customer will bring various challenges and opportunities, demanding all of your skills, stamina and experience to engage across stakeholders and business processes.

Every day, we work to solve our customers' toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes, and more–to define the digital foundation that will accelerate the next wave of innovation. Our software and services span Multi-Cloud Platforms, including Application Modernisation, Networking & Security, and Digital Workspace to achieve this.

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

Making an impact early at VMware relies on 3 core elements.  Establishing relationships with colleagues, customers and partners; building solid knowledge and understanding of our technologies; and navigating the sales processes and best practices within our teams.

As the face of the business to our customers, success will come from great communication skills, effective planning and delivery, and a relentless curiosity for learning and application.

You will be managing customer opportunities from day one, in collaboration with your team, and be expected to build and sustain a pipeline of business across customer accounts, leveraging the full breadth of the VMware solutions portfolio. 

By the end of your first 12 months at VMware, you should have established a significant presence and impact with your customers and the colleagues with whom you work.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing regularly?

The Corporate Account Executive works closely with our partners and internal stakeholders.  You will be sharing your expertise in optimising complex software solutions with customers with a typical 6 to 18 months deal cycle depending on whether it’s a short-term tactical sales opportunity or a more long-term strategic sales opportunity to pursue.

Successful Account Executives maximise their time with customers, engaging in their business and exploring ways in which VMware can deliver solutions. You will set a regular cadence for engagement with various stakeholders, including quarterly reviews and executive briefings.  You will cover a breadth of stakeholders, from department managers to C-suite executives.

Your individual customer account plans will establish a foundation of intelligence and insight for short-term tactical sales opportunities and long-term strategic success.

Excellent written and verbal communication skills and a consultative approach will set you apart from competitors.

You will seek to build a deep understanding of the customer landscape through great discovery activities and build robust roadmaps for sustainable customer partnerships.  The VMware way of selling incorporates a number of technical, financial and value-based tools that all account managers are expected to master and leverage to the full.

Internally, you will work with specialists across our technology areas to identify and develop value-based solutions for your customers. You will be expected to deliver high standards of customer account management practice, including opportunity management, pipeline development and performance reporting.

As part of a team, your contribution is key to sharing best practice and building industry wide success stories for the wider business to learn and leverage.

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

The hiring manager for the Corporate Account Executive role is the Northern Region Corporate Sales Director Linda Pryce. The sales team includes 7x Corporate Account Executives. These Account Executives are supported by a team of Solutions Engineers (SE’s) and Business Unit Specialists covering the technology portfolio.

The team is very diverse in terms of individual backgrounds and experience. It is a great opportunity to learn, collaborate, co-create with others, and be part of a small community, delivering ambitious and future critical business outcomes. The team regularly connects weekly for team engagement, pipeline development and learning sessions.

What are the benefits and perks of working at VMware?

A competitive and comprehensive benefits package will support you and your loved ones. Below are some highlights, or you can view the complete benefits package by visiting https://benefits.vmware.com/

• Commission with incentives and accelerators
• Car allowance
• 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
• Employee Assistance Program
• Financial contributions to your ongoing development (conference participation, training, course work, etc.)
• Wellness reimbursement

Category : Sales
Subcategory: Field Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2023-07-11