Solutions Consultant (Global/Strategic Account Pre-sales)

VMware (NYSE: VMW) has been recognized as the fastest growing software company in the world. We are also the most exciting!  Founded in 1998 and headquarters in Palo Alto, CA, we have become the global leader in the virtual infrastructure software market.  Due to the tremendous success we have enjoyed, exciting opportunities exist within our Global Accounts organization for high caliber Solutions Consultants (SC).  This position represents an opportunity to join our vibrant company and become an integral part of a talented team transforming the technology landscape.

 

VMware Solutions Consultants work very closely with their Global Accounts sales team, which consists of a Global Accounts Manager (GAM) and a Territory Sales Manager (TSM). The SC is a high impact, very visible role responsible for ensuring pervasive enterprise adoption of VMware software and solutions, and closing enterprise transactions within a small number of globally dominant companies.  Performing a variety of tasks at named accounts, the Solution Consultant relies on extensive experience and judgment to plan and accomplish goals. This may also include leading and directing the work of others.  A wide degree of creativity and latitude is expected.

Requirements:

• Must have “technical” account management experience with global/strategic accounts.
• 5-10+ years of technical pre-sales experience.

• 2-4 years of enterprise solution selling experience.  Solution Selling training a plus.
• Ability to collaborate with and motivate multiple groups toward accomplishing a task.
• Charismatic personality.
• Proven track record of selling services as part of a solution.
• Ability to see and present "the big picture" and offer solutions to make it better.
• Strong customer-facing and relationship building skills.
• Experience with enterprise applications, security, systems management, business continuity solutions a plus.

• BA/BS or equivalent required.


Responsibilities:

• Present VMware value proposition to customers and partners.
• Understand the customer's high-level business challenges globally and locally.
• Match VMware solutions to customer's business and technical requirements.
• Become a trusted advisor within each global account.
• Sell professional services consistently as part of a total solution.

• Assess potential application of company product and services and offer solutions that meet customer needs.
• Research and present reports showing customers the cost benefit of purchasing company products or services.
• Provide technical training to clients and communicate customer feedback into future product developments.
• Use technical knowledge of product offerings to support and build sales.
• Define and implement a go-to-market strategy for each global account to ensure technical adoption of VMware solutions.
• Build and leverage strong OEM and partner relationships.
• Identify new customer projects for VMware solutions.
• Present VMware vision, strategy and product roadmaps to executives and technical management.

Compensation:  At VMware, your On-Target Earnings are real, not virtual.  We offer a competitive base salary plus a monthly commission which is tied directly to your team’s quota attainment.  Of course, given our growth, many of our teams surpass quota and enjoy the benefits of a plan that includes commission accelerators.

 

Other Benefits:  The flexibility of being “home-office” based; all new, top of the line hardware and equipment; quick and comprehensive expense reporting and reimbursement; company sponsored medical, dental, and vision coverage; stock options; 401K; profit sharing; employee stock purchase program (ESPP); and 3 weeks of PTO plus holidays for all new employees.