VMware solutions play a crucial role in Service Delivery across State Governments in Australia. Our solutions underpin outcomes from critical patient care, educating the next generation of Australians, delivering billions in new Infrastructure projects to supporting our Emergency Services during natural disasters and times of need.
The State Government team was created as part of our new verticalisation strategy in Australia and New Zealand to provide greater focus, drive innovation and transformation in this critical sector. The additional investment has resulted in a team where four (4) of the twelve (12) sellers have a tenure of less than twelve (12) months. This results in a team which has fresh ideas and abundant energy that is ready to welcome a new colleague to lead our sales campaigns across parts of NSW State Government. The right knowledge and attitude will drive great success in this role. Are you deeply experienced in helping customers transform? Do you have the courage to challenge the status-quo? Are you passionate about phenomenal customer outcomes? Are you curious to find innovative ways to drive outcomes? Are you authentic, hard-working, and transparent? Are you tenacious and determined?
This is a senior sales role; you will need to be an excellent teammate as you collaborate cross-functionally with VMware's Specialist Sales and Partner organisations to handle engagements with new and existing customers. Whilst this role is an individual contributor role where you will be expected to create and close your own opportunities, you need to be highly capable in leading and orchestrating people to drive first class customer-focussed outcomes in a highly matrixed organisation. You need to be resilient and someone who can thrive in fast moving and dynamic environments.
VMware has a very strong brand, and you will be creating a positive impact to this brand through solving customer problems with our solutions. You will need to have a track record of building a strong pipeline, orchestrating resources across the business to achieve customer outcomes, and you need to have extensive experience in deal closure strategies and driving win/win customer outcomes.
Specifically, we are seeking deep knowledge of the NSW State Government marketplace, Software-as-a-Service, and customer IT environments. Knowledge of VMware's ecosystem and solution portfolio will be important for success in the role, and equally a hunger for ongoing learning is of key importance.
At VMware we unite under a core set of EPIC2 Values: Execution, Passion, Integrity, Customer, and Community. Our guiding principle is "innovate in everything". Each day you will be challenged to bring curiosity, diversity, and an eagerness to collaborate toward bold ideas across all aspects of our business. We do it with a spirit of inclusion and trust acting as 'One VMware' to help our customers win.
**Success in the role over 6-12 months**
- Within 30 days, you will be getting to know the VMware team that supports your accounts and you. You will get to understand your customers, connect with the partners who support these accounts, get onboarded to VMware's systems and processes, and to understand and present VMware's vision.
- Within 60 days, developing the activity that supports healthy pipeline and delivers your targets. You will be meeting customers and supporting the development of customer centric value propositions that challenges the status-quo and designed to transform a customer's business. You will be in the field supporting and selling VMware's vision to your accounts with your team.
- Within 90 days, you will be creating and supporting a team culture of execution and support of meeting the customer where they are at, purpose, innovative thinking, inclusiveness as well as customer centricity. You will be engaging in community and helping to develop plans for your accounts to support their future direction leveraging VMware's vision.
- From there you will be a key part of the enterprise sales team, facilitating collaborative engagements between partners and customers to support greater revenue streams. Help bring a strategy focus and best practices to support sustainable growth in your accounts. Influencing and aligning resources to support your team and your business to achieve greater outcomes for your clients. You will be developing a plan for yourself and asking VMware how we can support your career journey.
**The work. Your regular activities will be**
- Be the front-line Account Executive, building, developing and managing your account base, taking responsibility for driving new business and developing the territory.
- Design and implement competitive strategies based on past practice and knowledge of effective sales methodologies whilst creating and implementing a sales strategy aligning with regional and overall ANZ business direction to meet set sales targets within given deadlines.
- Regular two-way communication