Dell Account Exec 3, Alliances in Bayan Lepas, Malaysia

The Solutions Specialist is responsible for the overall VMware target in conjunction with the VMware Synergy Lead (support OEM and SnP GTM).

Working with Commercial Sales teams, they will manage the VMware Software Sales funnel and ensure accuracy via SFDC.
This person is seen as the VMware thought leader/ evangelist working with Commercial Sales teams to develop and execute on sales opportunities that drive VMware sales.

  • Responsible for understanding our customer's business challenges & requirements, in order to formulate a total comprehensive solution based on VMware technologies.

  • Predominantly outside role, working with the outside sales team, with the opportunity to also supporting inside team and engage with all external sales teams on strategic opportunities.

  • Focus of this role is owning the VMware SFDC pipeline, and scaling through the virtual team to increase win rates and opportunity progression.

  • Responsible for maintaining >80% deal registration rate

  • Drive for 80% in quarter renewals close rate

  • Own the VMware training and development plan for sales teams

  • Responsible and owns all VMware campaign & programs, lead follow up to maximize ROI on events, including 100% follow up rate.

  • The Business Manager is the Sales "Orchestrator" and must have the ability to pull in different teams, ranging from Enterprise Technologists, Account Executives, Solution Consultants, TSRs, S&P.

  • Drives proactive engagement between Dell and VMware account teams for sales alignment, including account mapping and opportunity management

    Essential Requirements:

  • Strong analytical skills with good business and finance acumen

  • Ability to deliver quality results under pressure and to deadlines, must be results oriented with a drive for excellence

  • Excellent negotiation skills, ability to resolve conflict and focus on multiple priorities with excellent escalation resolution experience

  • Strong verbal and written communication skills including meeting facilitation, presentations, and staff communications

  • Extensive operations or MKTG/ Reporting experience

  • Confident, strong personality with excellent rapport building ability

  • Strong cross functional experience, organizational agility with experience navigating a large organization

Job: *Alliances

Organization: *Commercial Sales

Title: Account Exec 3, Alliances

Location: AP-MY-Penang-Bayan Lepas

Requisition ID: 17000JM3

Other Locations: AP-MY-Cyberjaya