Dell VMware Field Sales Specialist in Brisbane, Australia

Can you combine a proven track record in sales with up-to-date knowledge of technology? If you are passionate about what you do, the career possibilities at Dell will be second to none. Within Client Solutions , we are looking for a VMware Field Sales Specialist to join our top-calibre team in Brisbane .

Dell is a collective of customer-obsessed, industry-leading visionaries. At our core is a commitment to diversity, sustainability and our communities. We offer unparalleled growth and development opportunities for our team members. We believe that technology is essential for driving human progress, and we’re committed to providing that technology to people and organizations everywhere, so they can transform the way they work and live.

As the VMware Field Sales Specialist, you will build a complex Partner and End-User sales strategy to achieve both short & long term goals, objectives and volume license/ELA (Enterprise License Agreements) targets. You will accurately forecast license bookings, revenue by products, nurture new accounts on a weekly, monthly, and quarterly basis for renewals, new license and ELA’s. This involves accurately assessing general contract terms, customer requirements, and product capabilities to ensure Dell EMC is chosen as the preferred VMware reseller. You will use established sales process methodology to find, develop, nurture, grow, up-sell, and bring transactions to closure. It is expected that this role will increase deal win rates, deal profitability through deal registration, as well as accelerate “time to close” on key opportunities.

Key Responsibilities

  • Work closely with multiple VMware and Dell Account Executives within the assigned territory

  • Analyzes available data and makes decisions, which are best for VMware & Dell

  • Effectively communicate, coach ideas and concepts to all Dell EMC stakeholders on how to position and close VMware opportunities

  • Orchestrate territory coverage plans for VMware with both internal and external sales teams to achieve high level results

  • Build and maintain effective Dell EMC + VMware partner relationships with partner principles located in assigned territory

  • Assist in coordinating internal set of multi-functional teams such as Systems Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to drive VMware business development opportunities

  • Understands, analyzes and applies industry and market knowledge

  • Understands the competition

  • Seeks counsel from other sales engineers, leaders, or cross-functional technical groups to ensure consistent approach/application

  • Presents the design and value of proposed solution and business case to customers, prospects and management including licensing and contractual models.

  • Supports and provides mentorship and enablement to both field and partner marketing events and activities

Essential Requirements

  • Bachelor’s Degree or equivalent

  • 5-7 years proven track record of face to face selling

  • An excellent knowledge of VMware products and solutions: Preferred VMware Sales Professional certifications

  • Strong executive presence and communications skills; must be comfortable discussing virtualization and datacentre infrastructure technologies with customer BU leads across Public, Corporate and Education customer segments

  • Proven ability to collaborate and work closely with partners and leadership in to maximize leverage in each territory across all VMware and Dell resources.

  • Self-starter who takes initiative and works with limited direction.

  • Highly trusted individual who maintains and expects high standards for self and team.

  • Strong organizational and planning skills.

  • Strong verbal and written communication skills.

  • Strong interpersonal, influencing and communication skills

  • Self-starter capable of working on your own initiative

  • Experience selling complex solutions, requiring implementation, integration and Professional Services

  • Experience building demand with cycle times of 6-24 months

  • Ideally able to network to LOB leader, CxOs.


Our people are the most critical component of our long-term success and their health and wellbeing are our priority. You will enjoy a comprehensive, locally competitive benefits package.

Dell is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. Dell encourages applicants of all ages.