Inside Global Account Manager

Job Description

Inside Global Account Manager (Inside Sales Rep. for Globals)

Business Summary:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 Enterprise and SMB customers to thrive in the Cloud Era. A pioneer in the use of virtualization and automation technologies, 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.

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.

The VMware Global Account Program serves approximately 95of VMware’s largest customers. These premier accounts are managed by a team of experienced Global Account Managers (GAM) with the objective to establish a significant VMWare footprint in the largest and most influential corporations worldwide. Our selling is focused on our customers primary business initiatives and connecting our value to our customers business value. Our Value Selling strategy is the investment of time, talent and technology from VMWare and our partners to invent (transform) our customers business for their benefit.

The Inside Sales Global Account Manager (iGAM) role supports the sales efforts our Global account program and resides within our Inside Sales organization. The Inside Sales organization is a fast-paced demand generation engine responsible for driving incremental growth for the VMWare sales organization. We're looking for people who love to win, have strong business ethics and great communication skills. If you have the ambition to learn new technologies, drive sales, and deliver results, this may be the role for you.

Job Role and Responsibility:

The iGAM supports multiple global accounts WW with accountability on business in conjunction with strong teaming and collaboration skills and the ability to leverage and share best practices across accounts. The role commands an understanding of the aligned GAMs account strategy and working closely with all remote teams WW. The iGAM prospects, generates, qualifies, quotes and follows up on assigned leads and campaigns and coordinates accurate and timely home and landed updates on pipeline and forecast. The role requires the ability to leverage disparate teams within VMware to support the GAM or GAE in the presentation of a strategic and/or tactical proposal (e.g., IB renewals, etc.). The iGAM must be proficient in sales tools, have the ability to Lead relevant product campaigns (e.g., VMC) and provide coverage where landed resources aren’t available and/or effective.

• Accountable for driving business, and meeting or exceeding quota goals.
• Work together with outside GAM , or independently as and when required, to prepare sales planning, Install Base analysis, and sales presentations.
• Responsible for all duties from prospecting to closing accounts, in partnership with the outside Global Account Manager.
• Prospect, generate, qualify and follow up on assigned leads.
• Respond to customers and partners for product inquiries, quotations, licensing issues, and ELA /Install Base Renewal.
• Provide accurate and timely updates on pipeline and forecast utilizing SalesForce.

For pipelines in overseas, The iGAM to reach out to local account managers for status updates on a regular and/or on ad hoc basis.

• Articulate the full range of VMware technologies, products, and services and identify how these products and services align to customer needs.
• Communicate technical, industry, and market facts to position VMware as a competitive solution with customers.
• Collaborate with colleagues, cross-functionally (Outside Global Account Managers, Client Solutions Director, Channel Partners, Marketing, etc.), to support the sales strategy.
• Maintain in-depth product, industry trend, and technical knowledge.
  

Required Skills

• 1-3 years software or enterprise selling a plus.
• Bachelor’s degree, or equivalent experience.
• Familiar with computers and technology. Comfortable using MS Windows OS, MS Office, and MS Outlook.
• Strong communication skills in both Japanese and English

Preferred Skills:

Our team looks for candidates who embody our ‘EPIC2’ values - Execution, Passion, Integrity, Customers and Community. Team members who are logically curious, interpersonal, customer focused and able to find the humor in situations tend to thrive at VMware.

• Self-motivated with a high attention to detail and ability to multitask.
• Some experience using Salesforce, excel in using Excel Functions and Pivot.
• Good to have experience in Software Licensing models, Install Base Renewal, Deal/Contract and structuring
• An unwavering positive attitude, strong drive for results, and the ability to deal with ambiguity.
• Thrives working with others in a team environment.
• Ability to think strategically and adjust to meet business needs. Comfortable managing entire sales cycle from start to finish
• Open to receiving and acting on feedback to improve results.
• Demonstrates good judgment in analyzing information to make decisions.
  

VMware Company Overview: VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.
Equal Employment Opportunity Statement: 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.