End User Computing Global Account Executive Italy &

The Elevator Pitch: Why will you enjoy this new opportunity? : At VMware the End User Computing (EUC) solution set is a platform for our customers, which includes technologies focused on improving end users’ productivity and mobility, mitigating excessive costs, and to securely enable a user to be able to work on any device from anywhere within the context of a Digital Workspace. : The End User Computing Account Executive will drive the End User Computing business across our Global Customers for Italy & Iberia. The primary role will manage the relationship at CxO level with these Global Accounts. The individual will work with mobility specialists, core sales teams, partners and independently to build their business. Their focus is aimed at sales opportunities versus accounts and is achieved by collaborating with multiple departments and partners to identify, develop, accelerate, up-sell and close transactions. It is expected that this role will increase the relations with these accounts and increase our End User Computing footprint. : Success in the Role: Your prior experience in these areas should accelerate your success in this role. :

• Proven selling experience in a fast paced, highly competitive, ever-changing sales environment :

• ** Domain experience selling in IT. Ideally expertise across

• Mobility and Desktop, compute, network, storage, management, and cloud.**:

• Exceptional selling, presentation, and technical skills with a passion for driving Partner & End-User activity across their region to exceed quarterly bookings targets. :

• Must be driven to achieve quarterly targets :

• Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organisations :

• Comfortable supporting Partners negotiating large deals with complex terms, conditions, price pressures and considerations :

• History of coordination within a matrix environment of multi-functional teams such as Systems Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas are achieved and exceeded :

• ** Must possess strong leadership skills and the ability to build a complex Partner and End-User sales strategy to achieve both short

• & long-term goals, objectives, and bookings targets**:

• Must drive both ‘Whitespace’ and ‘Walletshare’ selling motions in their assigned accounts : The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? :

• Drive account campaigns to identify and grow EUC opportunities within both IT and the line of business :

• Co-develop a partner strategy for the accounts to cover in tandem with Core Account Executive and PBM and execute on the strategy with specific revenue and profitability targets :

• Effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware opportunities :

• Accountable for quarterly bookings target for VMware products including packaged services and education offering :

• Coordinate appropriate enablement resources to support partner community within the territory :

• Work closely with multiple Inside Account Executives to maximize VMware bookings in their assigned geography. This will include end-user sales - always with a Partner, 1 to many Partner and Customer events and Partner recruitment/enablement**:

• Orchestrate territory coverage with both internal and external partner teams to achieve high level results :

• Create and maintain effective partner relationships with partner principles located in assigned territory :

• Create and maintain effective internal relationships with sales leaders and sales people located in assigned territory :

• Supports and provides guidance to both field and partner marketing events and activities :

• Accurately assesses general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor :

• Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis :

• Align, Manage, and Maintain C Level relationships with all prospective customers and existing customers :

• ** Maintain and upkeep SFDC as the system of record to include

• Sales Stage, Contract Value and accurate close dates supported by the VMWare sales methodology artefacts : Core Competencies**:

• Fluent Italian, Spanish and English. :

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

• Highly trusted individual who maintains and expect high standards for self and team :

• Analyses available data and makes decisions which are best for VMware :

• Ability to travel in Italy & Iberia on a regular basis : **What is the leadership like for this role? What is