Posting Title

Territory Sales Manager-Los Angeles

Job Description

The VMware Sales Team and the VMware solutions, products and services we deliver are revolutionizing data centers and IT in general. The Sales Team is responsible for driving new business, building customer loyalty, ensuring high product retention rates, supporting and promoting corporate strategy/initiatives, and delivering predictable and consistent bookings growth – all while working closely with and through our Partner ecosystem. The VMware team is made up of humble top performers who foster an entrepreneurial team spirit and culture. VMware’s executive sales leadership is hands-on, regularly engaging with the team and Partners to drive demand and close large opportunities. The VMware Sales Team includes several key cross-functional roles that work together to meet a shared quota. In 2011, the VMware Americas Team will target 25%+ year-over-year bookings growth, creating an ideal atmosphere for passionate, performance-oriented sales professionals.

The U.S. Commercial Territory Sales Manager (TSM) is a Field Sales and Business Development position accountable for driving/supporting partners in large complex transactions, evangelizing to both customers and partners the benefits of VMware products/solutions and being the primary VMware Field Leader for the VMware Commercial team in their assigned territory. Each TSM must have exceptional selling, presentation and technical skills with a passion for driving Partner & End-User activity across their region in order to exceed quarterly bookings targets.

Key Responsibilities Reports to a Manager, U.S. Mid-Market Sales Accountable for a quarterly bookings target for VMware products including packaged services and education offerings Will 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 Must be proficient in data center infrastructure products and technologies 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 geographies Will work closely with top Partner Executives/Sellers across the U.S. including leading VARs, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners Will work closely with the VMware Channel/Partner Organization to develop a strong and dependable partner ecosystem that can sell VMware products into their Commercial accounts/prospects. Strong channel knowledge is a must Expected to support partners in large, complex opportunities required direct VMware sales assistance Strong executive presence and communications skills; must be comfortable discussing virtualization and datacenter infrastructure technologies with CIO and Partner principals Proven ability to work closely with Inside Account Executive leadership and team to maximize joint leverage in each territory across all VMware and Partner resources. Strong Inside Sales knowledge is a plus Experience Required 7+ years of proven selling experience in a fast paced, highly competitive, ever-changing sales environment 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 organizations Comfortable supporting Partners negotiating large deals with extremely complex terms, conditions, price pressures and considerations Proven track record working with Partners including Cisco, Dell, EMC, HP IBM, etc. to build strategic and cooperative sales campaigns together History of coordination within an internal set of multi-functional teams such as Systems Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded Core Competencies Self-starter who takes initiative and works with limited direction Highly trusted individual who maintains and expect high standards for self and team Analyzes available data and makes decisions which are best for VMware Education/Experience BA/BS degree or higher; MBA preferred Minimum of 10 years experience in the industry Travel Ability to travel 30 – 50% of the time

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