Job Description

Senior Strategic Account Manager - BFSI Why Choose VMware VMware streamlines the journey for organizations to become digital businesses that deliver better experiences to their customers and empower employees to do their best work. VMware helps organisations in their Multi Public & Private Cloud as well as app modernization Journey and at same time ensures employees can work remotely from anywhere in most productive yet secure manner. Since our founding in 1998, our employees and ecosystem of 75,000 partners have been behind the technology innovations transforming entire industries-from Banking, Healthcare, and Government to Retail, Telecommunications, Manufacturing, and Transportation. 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. Read more about us here : : The VMware Enterprise team serves approximately Top 100 of VMware\'s largest customers in India. These premier accounts are managed by a team of experienced Account Managers partnered with a technical Solution executive with the objective to establish a significant VMware relationship in the largest and most influential corporations worldwide by going deeper across multiple lines of business, delivery in addition to the CIO organisation. Our selling is focused on our customers\' primary business initiatives and connecting our value to our customers\' business value. Our Value Selling strategy is the investment of time, talent and technology from VMware to reinvent (transform) our customers\' business for their benefit. This strategic objective is being accomplished using highly focused and experienced account management, marketing, and engineering teams, as well as substantial executive level engagement. Job Role and Responsibility: This position will report to the Senior Director, Sales in India region and is an integral part of our coverage model for our largest Enterprise Accounts. Focussed on engaging and developing local & Global relationships , this role requires close engagement with all CXO\'s as well as Key Stakeholders in an account and go deeper as well as horizontal to cover every persona that can be impacted by VMware in his role . A true global and collaborative mindset is key to success and a close relationship with the BU\'s , Engineering, Services, Marketing Team to ensure clients gets ONE VMware view on field Manages tactical business while investing in larger, longer term strategic opportunities as well as maintain the apt balance of the SAAS & Subscription business with clear ownership on progression and closure. Constructs and sells cross BU offerings and services utilizing strategic partnerships which drive business outcomes while leveraging VMware value selling methodology Ensure NQ and NQ+1 pipeline actions are progressed while collaborating with BU & Marketing with clear positive outcomes of 2.5 X pipeline of quarter quota. Maintains high touch and trusted advisor status with the customer establishing new and deeper relationships and own the execution of Sr exec coverage plan every quarter. Why will you enjoy this new opportunity You will be working with our most important and challenging customers, breaking new ground and driving lighthouse deals for your customers. There will be a complete autonomy to identify new opportunities and make new relationships, and close large & strategic deals while you help clients in their transformation journey and do many first of its kind projects simply because of the scale and complexity of these large and strategic customers. If you are looking for your personal growth and enormous learning and also passionate about innovation and inspiring teams to come together, then you will feel right at home. When you\'re working for a company that shares your values, it\'s easier to enjoy what you do. At VMware we unite under a core set of EPIC2 Values: Execution, Passion, Integrity, Customer, and Community. Our guiding principle is \'innovate in everything\'. Each day you will be challenged to bring curiosity, diversity, and an eagerness to collaborate toward bold ideas across all aspects of our business. We do it with a spirit of inclusion and trust, acting as \'One VMware\' to help our customers win. The Work: What type of work will you be doing What assignments, requirements, or skills will you be performing on a regular basis Your work will be varied and wide ranging covering a number of Global System Integrators and IT & ITES clients accounts in the India region and to support their full global strategy. Account Management: You own the account and everyone in the company aligns with your vision to make your clients successful in their journey and grow with VMware. Customer Intimacy: Maintains access and influence with all key business stakeholders Operational Command: Maintains operational command of the business through demand generation and forecast accuracy - interlocking with the BU stakeholders and wider account teams. Persuading/Influencing: Become a trusted advisor to key stakeholders, the customer\'s executives, senior management, and technical decision makers with the ability to articulate market trends and the value of VMware solutions to develop new business opportunities Communication: Deliberate and effective communications both within VMW (core team abroad, VMware business units, exec) Multi-Cultural mindset : This job opens the world and requires learning how to work with other cultures effectively internally as well as on the customer side What is the leadership like for this role What is the structure and culture of the team like This position reports to the Designation of the hiring manager in India Region. The team is distributed and works across many similar accounts in India with support from SME\'s across AP and Global. The team has a dynamic, open culture and encourages continuous learning through VMware sponsored opportunities and by spending time with teammates. Where is this role located Flexible: The role is considered flexible and will be a mix of working from a local VMware office and remote depending on the client requirements as its expected for you to be on field with your clients in daily basis and the arrangements determined with your manager. You will be expected to live in the city where local VMware office is located. 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 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 behaviour challenges, or developmental disabilities Financial contributions to your ongoing development (conference participation, trainings, course work, etc.) Wellness reimbursement and online fitness and wellbeing classes 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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