Business Summary

The market for end-user Digital Transformation is evolving at an accelerated pace, with constant shifts in customer requirements and solution capabilities. In this highly contested market there is a need to challenge legacy thought processes and solutions and to help drive our customers toward the digital business transformation they are striving for.

In End-User Computing at VMware, we are in the business of helping customers bring the Anywhere Workspace and Modern EX (employee experience) to reality: transforming their high-demand applications, building and shaping the next-generation desktop, and helping industries shift core business processes and operations to make things happen. With over 60,000 customers around the globe, our End User Computing team is helping companies deliver work at the speed of life and our technologies are at the forefront of what's happening next for users across the enterprise and the Anywhere Workspace.

VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace to increase productivity, security and profitability. Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

Job Role and Responsibility

As an EUC Competitive Strategist you will play a crucial role at VMware helping to evangelize, position and sell EUC Solutions in our most contested markets. To do this you will have technical EUC knowledge with a sales mindset that is capable of;

• Driving & maintaining the lifecycle of compete content on products in the APJ markets
• Act as the conduit between the Competitive Team and APJ Specialist Sales teams, assisting bi-directional interaction with the EUC business unit (BU) to help adapt with evolving market conditions

You will be an experienced customer-facing technical sales person, guiding and/or coaching individuals and teams in viable sales motions and account strategies. As a sales expert, you must demonstrate expertise in selling business solutions related to business outcomes, IT outcomes, platform, products, and technology throughout the sales lifecycle.

You will be responsible for Identifying VMware’s most competitive markets, finding trends to create sales execution that includes positioning, pricing/packaging, effective solutions and routes-to-market that scale. You will have the ability to identify technical differentiation and align this to business outcomes, discussing and positioning both business and technical issues for customers and partners at the CxO, Director, Manager, IC level

You will be responsible for assisting enablement of demand generation across whitespace in the Asia Pacific and Japan territories, engaging and working effectively across teams within the EUC sales organization and core Client Executives, PSO, and Marketing,

Required Skills

As an ideal candidate you will be a committed seasoned sales or technical sales professional, exceptional in working with both mid-market and large complex customers who are using and/or considering EUC technology rivals to VMWare.

Through inclusive and empathetic discussion with sales teams, partners and customers you will be able to quickly identify winning patterns and suggest repeatable play books to be leveraged across our sales and partner teams. Experience with a wide range of enterprise software, creative pricing proposals to incent and excite customers to adopt our portfolio, and challenging the customer’s status quo is required.

• Candidates must have at least 4+ years of experience in Enterprise or Public Accounts with demonstrated knowledge of assorted verticals, buying trends, market triggers, business issues.
• Candidate will need an understanding of technology and be able to interact with the sales engineers to identify differentiation and relatable outcomes to enable the sales teams.
• Must demonstrate confidence and success in a "questioning" customer based sale, removing incumbents and urging customers to move beyond status-quo for the benefit of their Business Issues.
• Must have ability to work in a fast pace environment demonstrating autonomy in conforming to strategic intent while adhering to team values at all times
• Confidence in working in matrix organization - either lead exigent sales pursuits, and/or coach sales teams in executing strategies
• Collaborative and enjoy working in a tight knit, team-oriented matrix organization
• Able to build and maintain relationships with sales specialists you will be supporting and accelerate sales opportunities through thought leadership
• Able to build and maintain relationships with channel partners you will be supporting and accelerate sales opportunities through thought leadership
• Able to build customer relationships and accelerate sales opportunities through thought leadership.
• Capable of translating complex, Business, Technical, and Organizational concepts into easily understood terms to build cooperation and trust
• Process-oriented and can systematically work through partner, sales specialist and customer requirements
• Able to translate CIO and LOB (line of business) issues into a variety of software solutions and use cases. Communicate these responses in a cooperative and inclusive manner.
• Knowledgeable in Desktop/Application virtualization, UEM/EMM/MDM technologies and end user computing concepts
• Demonstrate high level of knowledge of End User Computing market contenders, Solutions, product offerings, pricing/packaging and trends
• Ability to work effectively as part of a worldwide distributed team and take direction from remote management.

English speaker with preference for effective language skills in Japanese or Chinese also. This position can be based anywhere in Japan, China or ANZ. No requirement for travel at this time.

Preferred Skills

Our team looks for people who embody our values of humility, empathy, collaboration above isolationism, respectfulness, trustworthiness, and good-natured fun. Additionally, we would like:

• Excellent organizational prioritization skills
• Proficient in research and information dissemination driving insights and excellence
• Strong Presentation skills
• Knowledge in Software Defined Data Center concepts
• Bachelor degree educated or equivalent industry experience
• Experience in developing and managing sales strategies will be an added advantage

VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.

Category : Sales
Subcategory: Inside Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2021-07-14