VMware EUC Strategic Partners Sales Specialist in Melbourne, Australia

EUC Sales Specialist, Strategic Partners

Are you a high-energy, self-motivated person seeking a new challenge in software sales? VMware is looking for a new End-User Computing Sales Specialist to join our Strategic Partners team.

As the End-User Computing (EUC) Sales Specialist you will work closely with key Strategic Partners to help drive their success and develop their End-User Computing practices. You will be the primary liaison for VMware EUC and will be accountable for the development of your Partner's sales capabilities, as well as supporting the development and execution of pipeline. The Specialist role also provides thought leadership for key deal pursuits as well as help our Strategic Partner's understanding our Vision and Product capabilities.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Job Responsibilities

  • You will support and lead market penetration, and enablement of VMware EUC solutions through VMware Strategic Partners

  • You will drive Partner sales of the End User Computing (AirWatch, Workspace ONE, and Horizon) portfolio of products and services to support their customer's needs and prospect engagements; functions include customer and partner presentations to business and technical audiences and technology demonstrations

  • Act as the domain authority for End-User Computing products and capabilities

  • You will provide solution leadership for strategic deal pursuits

  • You will represent our partners and their customers needs within the VMware business via feedback and active industry participation

  • Develop presentation content for the VMware solutions for internal, partners and customers in order to drive awareness in the market

  • Drive EUC business with key partners; building and improving their EUC practices, as well as sales and technical capabilities, in conjunction with the Partner team

  • Establish working relationships with VMware Strategic Account Teams, Professional Services, and Product/ Service Management

  • Lead engagements across VMware EUC team and other VMware sales and delivery functions to achieve key EUC strategic goals and successful opportunity pursuits

  • Work with marketing and field sales teams to execute agreed EUC go to market strategies across the ANZ Partner community

  • You will assist with Financial Analyses including Return on Investment and Total Cost of Ownership calculations, as well as develop high quality business cases to help support strategic initiatives

  • Utilise VMware's sales methodology including pursuit tools and processes as amended from time to time, to communicate, report, track and run key EUC Partner engagements and pipeline

  • Identify training and enablement requirements and activities for key partners around VMware solution competencies

Previous Experience & Capabilities

  • Ideally you will have 6+ years’ experience in related software industry with at least 3 years in a selling role to enterprise customers and/or partners

  • Experience selling in both direct and indirect or channel driven models

  • Experience and excellent performance in leading or contributing to a high performance team delivering sales campaigns across sales executives, field ales engineer’s, inside sales, executives, services, etc.

  • Ability to maintain high sales activity rates and handle multiple opportunities at a time

  • Consistent record of success selling in highly competitive environments

  • Experience with VDI, EMM, or Application Virtualisation would be helpful

  • Previous experience in a high sales cadence and customer centric environments

  • Record of building strong customer or partner relationships

  • Ability to communicate complex topics to an audience with various functional knowledge

  • Technical and Business writing skills (proposals, and competitive responses)

  • Business Skills (Financial Analysis, Budget Planning)

  • Presentation skills including public speaking, meeting facilitation and white boarding

Education

  • Bachelor’s degree education in Technology and/ or Business advantageous

Personal Attributes & Competencies

  • Have superb communication skills, both written and oral

  • Outstanding relationship building skills, resilience and social skills

  • Strong knowledge of consultative sales strategies and approaches

  • High energy and self-motivated

Travel

Estimated travel of between 20-40% based on the needs of the assigned partners

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.