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Territory Sales Manager (LA Area)
Category: Other
  • Your pay will be discussed at your interview

Job code: lhw-e0-89771224

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  Job posted:   Thu May 17, 2018
  Distance to work:   ? miles
  1 Views, 0 Applications  
Territory Sales Manager (LA Area)
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. Commercial 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


BA/BS degree or higher; MBA preferred

Minimum of 10 years experience in the industry

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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