VMware Territory Account Manager- Mexico City in Mexico City, Mexico

Job Description:

This position is based in Mexico City

The Territory Account Executive (TAE) owns all non-named accounts within a specific geographic territory. The TAE’s primary role is to maximize sales in the assigned territory through leveraging the partner sales community. The primary focus is aimed at sales opportunities versus accounts and is achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions. It is expected that this role will increase deal win rates as well as accelerate time to close on key opportunities in the territory. Partner Business Managers (PBM) and Inside Sales Representatives (ISR) are key team members of the local geographic team with responsibility for identifying, selecting, developing, leading and managing all VMware sales partners in the territory.

Responsibilities

Co-develop a partner strategy for the territory to cover in tandem with ISR and PBM and execute on the strategy with specific revenue and profitability targets

  • Effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware opportunities

  • Coordinate appropriate enablement resources to support partner community within the territory

  • Orchestrate territory coverage with both internal and external partner teams to achieve high level results

  • Create and maintain effective partner relationships with partner principles located in assigned territory

  • Supports and provides guidance to both field and partner marketing events and activities

  • Accurately assesses general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor

  • Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis

Experience Required

  • Minimum of 4+ years experience in related software industry

  • Must have experience working in a channel driven model in either a director or indirect capacity

  • Track record of developing sales through Partners covering a geographic territory (versus a named territory)

  • Proven ability to recognize, analyze, take action on go-to-market approaches, marketing programs, joint value propositions and business cases around strategic partnerships

  • Proven track record of cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing and technical management

Must have strong relationships with top tier partners

  • Must have experience in selling a ‘platform” as a solution within an account such as ERP, CRM, Apps, and SAAS, etc

  • Proven track record of success selling in a highly competitive environment

  • Local Candidates Only. Must be based in Mexico City

  • Proficient in Spanish and English

Education

  • BA/BS degree or higher, or equivalent job related experience

Travel

  • Ability to travel 30 – 50% of the time in specified territory

Why work with our Group:

The Commercial Account team is managed by the Commercial Account Executive (CAE). The commercial team manages a specific named account list. The commercial segment is a partner sales fulfilled role. The CAE’s primary role is to maximize sales in the assigned commercial account list. The primary focus is aimed at sustained transactional sales growth as well as closing larger strategic business. Collaborating with the entire partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical.

About Us:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. We enable people and organizations by radically simplifying IT through software virtualization with a focus on three core missions: End-User Computing (EUC), Hybrid Cloud and Software-Defined Data Center (SDDC). Join our community – instigators of innovation and transformers of technology – as we envision and create what’s next in IT. Get connected to an engine of opportunity fueled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT. With 13,000+ employees and 50+ locations worldwide, we are passionately driven to make an impact while contributing back to the community. Learn more at vmware.com/careers today!

Requisition Number:

79533BR

Advertised Location:

Mexico City, Distrito Federal, Mexico

Posting Title:

Territory Account Manager- Mexico City

Office Location:

MEX-Mexico City-Paseo de la Reforma

Advertised Group:

Sales/Field

Group:

Commercial Accounts

Is this a remote or multiple location position?:

No

LinkedIn Recruiter Account Email:

tjaeckle@vmware.com

Level of Job (LinkedIn):

Mid-Senior Level