Senior Strategic Account Manager

2 weeks ago

Riyadh, Ar Riyāḑ, Saudi Arabia VMware Full time

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

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

  • The Strategic Account Manager is a primary driver for enterprise and transactional business within a limited portfolio of strategic enterprise accounts.
  • The objective of this role is to focus on the breadth and depth of business priorities with a client, directly solidifying existing customer contacts whilst identifying and closing new revenue from the full portfolio of VMware products and services with the aim of establishing VMware's relevance at C level and facilitating multimillion $ Enterprise License Agreements.
  • Reporting to the Sales Manager, the Strategic Account Manager is motivated by direct customer contact at CXO level and is responsible for selling the complete VMware solution, products, and services within their customer base.
  • The primary objective of this position is to codevelop a partner and enduser strategy for the territory of Health Sector to cover in tandem and hit revenue target. 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 territory 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 across Saudi Arabia including leading VARs, Distributors, Corporate Resellers, System Integrators, 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.

Success Factors

  • Expertise of selling enterprise software solutions to large enterprise within a hightech environment.
  • Track record of building and maintaining relationships and credibility as a trusted advisor at C level.
  • Direct experience of negotiating and closing complex contractual agreements (applicants should have experience of Intellectual property rights, commercial liability etc...)
  • Proven history of sales achievement and delivery against target

Competency Expectations

  • Business Acumen
  • Executive Presence
  • Account Management
  • Industry Knowledge (Vertical or Customer)
  • Solution Selling
  • Resource Orchestration
  • Contract Management
  • Drive for Results
  • Effective Customer Communication

What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

  • Achieving personal revenue targets by selling VMware solutions into allocated Enterprise accounts within an assigned geographical region, territory, or vertical market. (Approx. 35 Accounts)
  • Meeting with and presenting to current and prospective assigned customers and Orchestrating VMware's internal resources to drive sales cycles.
  • Capturing, understanding, and analysing specific customer business issues and demands and translating them into VMware solutions to build and maintain C level relationships
  • Increase customer spending through 'Whitespace' and 'Wallet share' selling motions in assigned geographies.
  • Building focused account plans that ensure new business development and maintain account growth
  • Support and provide guidance to both field and partner marketing events
  • Leveraging companywide marketing and demand generation activities including attendance at specific events e.g., World.
  • Coordination within an internal set of multifunctional teams such as Systems Engineers, Product Specialists, Inside Reps, Field Marketing, Professional Services, and Channel Management and external partners as described previously.
  • Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly, and quarterly basis,
  • Ensuring communication on pipeline status of all revenue streams to line management.
  • Closing sales opportunities and negotiating commercial terms and conditions.
  • Acting as an evangelist for VMware solutions, services, and brand.

What is the leadership like for this role? What is the structure and culture of the team like?
This hiring manager for this role is Saif M Mashat, Country Director for Saudi Arabia. Saif has been leading and driving success for VMware business in Saudi Arabia for the past 5 years.

Where is this role located?

What are the benefits and perks of working at VMware?

  • Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
  • Generous Time Off Programs
  • 40 hours of paid time to volun

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