This role will have direct line management with field quota responsibility for a number of ‘Tier 1’ Enterprise Accounts
Main Duties:
-Lead the Field team – assign quotas and territories, coordinate with marketing the demand generation activity in the territory, assist in the creation of account development plans, ensure that field workload is prioritized, assist team members in the development and closure of opportunities, track performance of team members closely, ensure total customer satisfaction with VMware’s commercial activity
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-Forecast and deliver bookings in region, driving directly the larger opportunities by staying very active in the field and working closely with the team members
-Identify grow and forecast accurately all revenue in transactions value over $50k
-Keep the team focused in the development of multiple end customers and prospects in the geographic region
-Leverage business generated by partners with end customers
-Use a solution-selling approach; orchestrate resources external to the team, particularly channel partners through which most sales will be fulfilled
-Create direct strategic relationships with senior decision makers within named accounts
-The role, responsibilities and geographical focus may change and develop over time along with the company’s growth
Candidate Profile:
An undergraduate degree is required, preferably in business, marketing or computer sciences. A graduate degree, such as an MBA, would be highly valued. Also required is a demonstrated proficiency as a leader of individual contributors in a professional sales environment, having come from a similar vendor environment in the region with a channel-oriented sales model. Personal sales and relationship building credibility is a must, together with a significant track record of accomplishments selling in the enterprise market. The successful candidate will be expected to bring knowledge of a large number of relevant customers and channel partners across the region. Previous experience of working within a matrix environment would be highly valued.
Required Skills:
-Demonstrated partner-based selling skills in Enterprise Software client-facing
-Demonstrated proficiency as a leader of individual contributors in a professional sales environment
-Strong people management skills including: hiring, developing, motivating and retaining high caliber field people with an ability to manage any performance shortfall
-Strong knowledge of consultative selling to get results
-Proven relationships in large accounts, and an ability to develop new customers
-Demonstrated skills, knowledge and ability in enterprise software sales to enterprise IT management
-Proven skills in the field within the given territory, selling channel and direct
-Knowledge in selling complex systems infrastructure products
-Excellent written and verbal communication skills, must be fluent in English
-Good knowledge of the UK market, customers and their dynamics
The role, responsibilities and geographical focus will change and develop over time along with the company’s rapid growth.
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