Senior Commercial Territory Executive, West Africa at VMware

Req ID: R2211021
Category: Sales, Field Sales
Subcategory: Field Sales
Experience: Business Leadership

Job Description

• The Territory Executive (TE) is an exciting senior sales position responsible for developing and closing large, “strategic sales” opportunities within West Africa, a region of the sub Saharan Africa Commercial Business sales territory. While also ensuring a high level of run-rate business.
• The TE’s mission is to solidify existing customer accounts and elevate VMware to be a more strategic partner in the customer’s business. The TE will be fully responsible for selling the complete VMware solution, products and services into large C2 accounts.
• There will be a revenue quota for the territory – as such, the Territory Executive will be expected to develop, build and manage a virtual team associated with the defined territory.
• This would typically include the C1 Territory Account Executive (who is responsible for a limited set of focus customer accounts), Partner Business Manager (PBM), Sales Specialists, pooled Solution Engineers, and Marketing.
• The TE will therefore be expected to implement a plan to achieve both large deals and run-rate goals. This plan will include maximizing sales and alignment coverage, partner mapping and PBM engagement – as well as identifying the routes to market for the strategic sales opportunities within the territory.

Main Duties

• Own and exceed the Commercial Business revenue quota, including strategic deals. This includes accurately forecasting sales within the territory. Provide forecasting and updated account/opportunity detail in Salesforce.com
• Engage directly with the end customer during the sales cycle. Understanding and establishing relationships with key contacts within the customers and relevant partners
• Able to sell VMware solution as a ‘platform’ within an account and change the role that IT plays within that account from being considered a ‘cost burden’ to a strategic deployment
• Match the VMware solution to the customer’s business needs, challenges, and technical requirements
• Execute solution selling to existing customer base and new prospects
• Manage complex enterprise sales campaigns while managing a diverse set of partners within the same accounts

Requirements

• Solid industry background with strong industry experience in IT infrastructure or software sales; proven track record of over achieving sales goals
• Expertise in channel and direct sales
• Strong acumen for detailing the business benefits of the sometimes quite technical VMware solutions
• Ability to work as part of an extended team
• Ability to articulate complex technical ideas and strategies
• Adept in managing multiple opportunities simultaneously
• Ability to articulate and evangelize the vision and positioning of both the company and products, and secure long-term commitments
• Skilled in thinking strategically and tactically
• Ability to forecast opportunities accurately
• Ability to drive revenue growth via channels at aggressive rates
• Great relationship skills, tenacity, resilience and inter-personal skills
• Strong knowledge of consultative selling that gets results
• High energy, motivated self-starter
• Excellent written and verbal communication skills, in local languages(s) and English, including the ability to effectively present to both technical and executive audiences
• Focus on results with ability to follow through
• Good attention to detail