Address
Form of workThe Elevator Pitch: Why will you enjoy this new opportunity?
We are a team based in the West covering Global Accounts. The Global Solution Architects are the team's technical leaders, engaging in the most creative phase of the design and finding the right solutions for our clients regarding their multi-cloud and transformational architectures. If you are passionate about working within the most complex customer environments, wake up each day thrilled to drive discussions around application modernization, multi-cloud, or work from anywhere solutions, then you will feel right at home. If you are looking forward to becoming your customer's trusted advisor at a place that gives you ample learning opportunities, then this is the place.
Your primary focus will be aimed at building long-term strategic relationships with key global customers based on their use of VMware solutions, technology, services, and their targeted business outcomes. Every day, we work to solve our customers' toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes and more-to define the digital foundation that will accelerate the next wave of innovation. Our software and services span Application Modernization, Cloud, Networking & Security and Digital Workspace to achieve this.
As the core technologist, collaboration with your internal and external teams will be key to your success. You will also be a critical part of the sales process in helping identify future opportunities based on technical solutions that are aligned to your customer's business requirements. You will work to build a strong partnership with a Global Account Manager in order to consistently overachieve with pride, purpose, and passion.
We want you to be excited to join us on this rocket ship and help continue building the relationships that are a foundation of VMware's success and growth. Your next adventure at VMware is only a click away!
Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?
The primary objective of this position is to lead your direct and extended teams, including an external ecosystem of solution providers, in delivering strategic and transformational value to your customers and in return generating bookings for VMware. You will be accountable for achieving the technical win with VMware led solutions (perpetual and SaaS) across multi-cloud, modern applications, end user, networking, and security, to ultimately achieve quarterly booking targets.
As the senior technical resource, you will need to orchestrate account coverage through effective collaboration, leadership, and coaching of internal team/specialists and external solution providers on how to position and close VMware opportunities. This will require you to be capable of understanding and accurately assessing general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor.
In addition to the core objectives above, you will also be accountable for and/or measured on...
Within your first 6 months:
Within your first 12 months:
What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
Through close collaboration with sales, professional services, and many other teams, a Global Solutions Consultant builds long term customer relationships, ensuring the customer meets their business challenges through adoption & continuous consumption of VMware solutions. Some of the areas and/or background that have had success in the role include those with:
At VMware you will benefit from an exceptional work-life balance and unparalleled career growth potential, alongside regular mentorship, buddying and networking opportunities across VMware.
What is the leadership like for this role? What is the structure and culture of the team like?
You would be reporting to seasoned leader in a culture of trust, inclusiveness, respect, collaboration, and accountability. In addition to your direct leader, your peers and extended leadership team across the Globals have 20+ years of experience varying in skills from Global Account coverage, a hardware, software, customer environments, and start-ups. Each providing the opportunity to learn from and build upon the skills to help you with your continuous growth.
Where is this role located?
The role is considered flexible and will be a mix of working from a local VMware office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable non-daily commute of your customer location.
What are the benefits and perks of working at VMware?
You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com.
Other intangible benefits include:
#LI-TJAECKLE
#LIRemote
This job requisition is not eligible for employment-based immigration sponsorship by VMware.
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Systems Engineering
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2023-05-10
Global Accounts: VMware's Global Account team plays a vital role in our company's success. We serve more than 100 of VMware's largest customers, who contribute more than $1 billion a year in new product and services revenue. We're obsessed with our customers' success, and we're laser-focused on finding new ways to help them overcome challenges, generate greater revenue, and exceed their business goals. Our key strategy is called Co-Innovation, where we work with customers to apply the right talent and technology from VMware and our partners to transform the customer's business for their benefit. Are you ready to help us grow VMware's presence among our premier customers? As part of our team, you'll gain the skills, knowledge, experience, and confidence to boldly drive new business solutions for some of the world's largest and most influential companies.
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.
We are a team based in the West covering Global Accounts. The Global Solution Architects are the team's technical leaders, engaging in the most creative phase of the design and finding the right solutions for our clients regarding their multi-cloud and transformational architectures. If you are passionate about working within the most complex customer environments, wake up each day thrilled to drive discussions around application modernization, multi-cloud, or work from anywhere solutions, then you will feel right at home. If you are looking forward to becoming your customer's trusted advisor at a place that gives you ample learning opportunities, then this is the place.
Your primary focus will be aimed at building long-term strategic relationships with key global customers based on their use of VMware solutions, technology, services, and their targeted business outcomes. Every day, we work to solve our customers' toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes and more-to define the digital foundation that will accelerate the next wave of innovation. Our software and services span Application Modernization, Cloud, Networking & Security and Digital Workspace to achieve this.
As the core technologist, collaboration with your internal and external teams will be key to your success. You will also be a critical part of the sales process in helping identify future opportunities based on technical solutions that are aligned to your customer's business requirements. You will work to build a strong partnership with a Global Account Manager in order to consistently overachieve with pride, purpose, and passion.
We want you to be excited to join us on this rocket ship and help continue building the relationships that are a foundation of VMware's success and growth. Your next adventure at VMware is only a click away!
Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?
The primary objective of this position is to lead your direct and extended teams, including an external ecosystem of solution providers, in delivering strategic and transformational value to your customers and in return generating bookings for VMware. You will be accountable for achieving the technical win with VMware led solutions (perpetual and SaaS) across multi-cloud, modern applications, end user, networking, and security, to ultimately achieve quarterly booking targets.
As the senior technical resource, you will need to orchestrate account coverage through effective collaboration, leadership, and coaching of internal team/specialists and external solution providers on how to position and close VMware opportunities. This will require you to be capable of understanding and accurately assessing general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor.
In addition to the core objectives above, you will also be accountable for and/or measured on...
Within your first 6 months:
- Become competent with VMware's portfolio, use-cases, and value proposition
- You will support pre-sales and manage post-sale efforts with Global Account Manager assigned on a specific Global Account
- You will need to orchestrate Account coverage thought effective collaboration of internal teams/specialists
- Develop (and deliver) onsite and remote product and solution presentations and demonstrations
- Identify additional business development opportunities within the customers organization and ensure these opportunities are effectively covered and followed by the sales team
- You will leverage your cloud, SaaS and subscription solution experience to help our customers succeed and thrive in an evolving IT and application environment.
- You will apply your experience in the IT industry to build business-focused relationships and outcomes with your customers.
- Designing the right technology solutions to meet customers' biggest business challenges, taking advantage of a rich portfolio of VMware products and services.
- Led and co-ordinate responses to RFI/Q/P from a technical perspective for the customer
- Create new whiteboard presentations and content with a focus on storytelling
Within your first 12 months:
- Analyze and understand customer cloud and applications transformation strategy to develop a Future State Architect in collaboration with your extended team
- Understand, lead, and drive Cloud Strategy within your account, orchestrating efforts across their vested hyperscalers and define how we can successfully engage
- Determine your customers Cloud Operating Model, becoming a trusted advisor in to understand influencers, key tenants (i.e., LCM, Self-Provisioning, etc.), and execution methodology
- Assist in the development of product and applications slides for potential customers
- Designing the right technology solutions to meet customers' biggest business challenges, taking advantage of a rich portfolio of VMware products and services.
- Focusing on problem solving and successful customer outcomes
- Drive and track customer issues / concerns within your account to identify areas that are preventing them from realizing value from our products and increasing consumption
- Your strong customer facing and relationship building skills, coupled with your listening and questions-based selling skills help you see the "big picture" and develop innovative solutions to your customer's goals
- Develop a strategy to Migrating or transforming legacy customer solutions to the multi-cloud or cloud native
What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
- Virtual and local face-to-face meetings with customers, solution providers and co-workers presenting at management or developer levels with confidence
- Potential for 10 to 30% non-local overnight travel for events, non-local customer meetings, sales training, etc.
- Presenting and demonstrating transformative VMware technologies that can make their strategic vision a reality to Increase customer spending through 'Whitespace' and 'Wallet share' selling motions within your account
- Coordination within an internal set of multi-functional teams such as Global Account Managers, Product Specialists, Inside Reps, Field Marketing, Professional Services, and Solution Providers
- Work with the Global Account Manager to accurately forecast subscription and license bookings, specific products revenue, PSO bookings and regular basis while focusing on the technical validity of the proposed solution(s)
Through close collaboration with sales, professional services, and many other teams, a Global Solutions Consultant builds long term customer relationships, ensuring the customer meets their business challenges through adoption & continuous consumption of VMware solutions. Some of the areas and/or background that have had success in the role include those with:
- BS degree in Engineering, Computer Science, MIS or similar technical discipline
- Understanding of infrastructure-based solutions and the abstraction required in VMware solutions
- Experience with one of the public cloud service AWS, AZURE or GCP
- Experience in DevOps environments with GitHub/Lab, CI/CD and Kubernetes
At VMware you will benefit from an exceptional work-life balance and unparalleled career growth potential, alongside regular mentorship, buddying and networking opportunities across VMware.
What is the leadership like for this role? What is the structure and culture of the team like?
You would be reporting to seasoned leader in a culture of trust, inclusiveness, respect, collaboration, and accountability. In addition to your direct leader, your peers and extended leadership team across the Globals have 20+ years of experience varying in skills from Global Account coverage, a hardware, software, customer environments, and start-ups. Each providing the opportunity to learn from and build upon the skills to help you with your continuous growth.
Where is this role located?
The role is considered flexible and will be a mix of working from a local VMware office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable non-daily commute of your customer location.
What are the benefits and perks of working at VMware?
You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com.
- Employee Stock Purchase Plan
- Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
- Generous Time Off Programs
- 40 hours of paid time to volunteer in your community
- Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities
- Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
- Wellness reimbursement and online fitness and wellbeing classes
Other intangible benefits include:
- Close alignment with our executive leadership team
- Being at the tip of the technical spear with one of our most strategic accounts
#LI-TJAECKLE
#LIRemote
This job requisition is not eligible for employment-based immigration sponsorship by VMware.
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Systems Engineering
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2023-05-10
Global Accounts: VMware's Global Account team plays a vital role in our company's success. We serve more than 100 of VMware's largest customers, who contribute more than $1 billion a year in new product and services revenue. We're obsessed with our customers' success, and we're laser-focused on finding new ways to help them overcome challenges, generate greater revenue, and exceed their business goals. Our key strategy is called Co-Innovation, where we work with customers to apply the right talent and technology from VMware and our partners to transform the customer's business for their benefit. Are you ready to help us grow VMware's presence among our premier customers? As part of our team, you'll gain the skills, knowledge, experience, and confidence to boldly drive new business solutions for some of the world's largest and most influential companies.
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.
