VMware Field Commerce Executive - Opportunity for Working Remotely in Boston, Massachusetts
FCE Job Description
VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.
Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, collaboration, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.
Job Role and Responsibilities:
VMware is seeking a Senior Leader to work with the AMER Strategic Pursuit Practice to help drive long-term transformational business success for our biggest and most strategic customers.
Reporting to the Field Commerce Executive, Americas and Globals Leader; the AMER Field Commerce Executive’s core responsibility is to drive large and complex transformational solutions whilst building deep CXO-level relationships within our most strategic customers. The FCE role is pivotal in combining business strategies with complex commercial and technical constructs to generate long-term value for our customers as well as VMware. The role also compliments a small focused executive team providing insight and guidance during CXO conversations that are both credible and creative based on real life industry experience.
The Field Commerce Executive will be charged with engaging at CXO-level, presenting to Boards where appropriate and helping Organizations understand the value and benefits VMware brings to their business. The role will involve agility and flexibility from a commercial perspective whilst ensuring rigorous governance and control mechanisms.
Priorities & Responsibilities
Ensure an increase in value for delivery of complex solutions by ensuring key CXO stakeholders are fully engaged and aware of the value of VMware.
Support pipeline creation for Strategic Pursuits ($10m+) ensuring current and future targets are exceeded.
Create commercial structures focused on customer needs to enable strong growth supporting customer value in all deals.
Support Strategic Pursuit Directors, regional Sales Leadership and Enterprise Client Executives by providing deep customer insight & perspective whilst coaching with constructive feedback to help develop capabilities and understanding.
Aligned with the SPP Program Management Office (PMO) and their content management program, develop and manage a programmatic capability including all relevant artefacts to help scale to additional strategic pursuits.
Establish and drive customer business case templates to assist in the execution and promotion of complex deals
Align to the SPP engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop and help close strategic pursuits.
Champion Collaborative Account Planning Sessions (CAP) for Strategic Pursuits.
Drive big deal thinking, best practice sharing and extended team collaboration
Help propagate best practices and content (deal structure, content relative to attractive themes like Digital Transformation, IoT, references, Value-plays).
Represent VMware in senior customer facing roles, i.e. executive sponsor, financial and business strategist/negotiator.
Senior executive background (FSS, Telco etc) with a strong industry network.
25+ years of experience in relevant industries including financial and IT industries.
Demonstrated extensive experience with delivering major transformational solutions deals including IT Operations, Outsourcing, Offshoring and commercial models
Consultative experience into Enterprise accounts
Demonstrated coaching and mentoring experience
Excellent presentation and communication skills
Excellent knowledge of Sales Methodologies
Well organized and analytical skills
Experience within a large organization, ability to work in a matrix environment
University Degree or equivalent
This job opportunity is not eligible for employment-based immigration sponsorship by VMware.
Category : Sales
Subcategory: Business Development
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-06-07
Worldwide Customer Operations: VMware’s Worldwide Customer Operations team manages nearly every company activity that touches our customers. That includes corporate planning, go-to-market strategies, the introduction of new products and services, and end-of-life strategies for all company offerings, too. Our team acts as a crucial connection between VMware’s sales teams, partners, and customers. We educate all three groups so they’re informed on the company’s solutions, how best to use them, and how to yield their maximum potential. We help customers succeed by ensuring that our salespeople are well-prepared and equipped to deliver the right VMware solutions for the customer’s specific challenges. Are you interested in helping drive success for the company and our customers? Join our team, and you’ll be exposed to nearly every aspect of VMware’s business, from strategy to selling. You’ll gain experience that can boost your career and help our customers accelerate their digital transformation at the same time.
VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.
Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.
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