Client Solutions Executive

**Role: Client Solutions Executive**

**Location: Singapore**

In the Professional Services team, we are responsible for the successful deployment and adoption of VMware software by our Government, Enterprise and Commercial customers across Southeast Asia and Korea, transforming how our customers deliver IT services to their businesses, employees and customers.

We are seeking talented people to join and bring their professional services skills. We grow by truly understanding our clients and generating value for them as we achieve great outcomes.

We are passionate about our customers and our team. We're passionate about culture, diversity and flexibility because we know these drive high-performing teams who achieve outstanding results.

Your success will come from your attitude. Are you passionate about phenomenal customer outcomes? Are you curious to discover innovative ways of working?

You will be creating a positive brand around our solutions and building a strong pipeline in your territory to achieve your revenue targets.

As an overlay sales specialist, you will need to be an excellent teammate as you collaborate with VMware's Customer and Partner organisations to close engagements with new and existing customers.

You're resilient and thrive in new and dynamic environments.

We will benefit from your deep knowledge of the services marketplace, infrastructure and IT environments. Knowledge of commercial models and the VMware partner ecosystem will be important for success in the role, and equally a deep thirst for learning.

Do you want to join one of the world's top software companies and a recognised Great Place to Work? We have the solutions, are passionate about success and nurture extraordinary talent.

VMware consulting services cover the lifecycle of VMware solutions from strategy through design, deployment, upgrade, migration, residency and operations transformation.

**KEY RESPONSIBILITIES**:
The Client Solutions Executive (CSE) is primarily responsible for identifying, developing and closing consulting and TAM services business through the following activities.

**Selling**
- Manage relationships with decision makers in key Government, Enterprise, and/or Commercial accounts
- Develop new business through VMware and industry events, and RFPs
- Gather customers’ requirements and understand their goals, objectives, strategies, decision-making and procurement processes
- Position VMware products and services’ ability to meet customers’ technology and business outcomes
- Responsible for developing value-based propositions, crafting and selling solutions mapped to customer’s business outcomes
- Drive pursuit strategies including precise opportunity close plans with the local Account teams, and responsible
- Ensure opportunities are accurately qualified and mapped to customer’s budget cycle, aligned with local Account teams and aligned to account plan strategy
- You will work in close collaboration with the local Accounts, Advisory, Solutions Architecture, Services Delivery and offshore Proposal Desk teams to foster and nurture close business relationships, develop proposals/ SOWs, align opportunities with account planning, deliver compelling sales presentations, and coordinate commencement of project engagements

**Planning and Forecasting**
- Manage strategic territory and account plans individually and aligned with our sales and product teams
- Develop and accelerate pipeline of opportunities to closure
- Maintain a healthy pipeline to ensure appropriate velocity and coverage to meet quarterly targets for bookings and contract execution.
- Prepare for regular pipeline reviews to ensure you can clearly articulate the health and quality of pipelines, learnings from wins and losses, and escalations for support to improve win rate.

**YOU ARE**:

- Self-motivated, results-oriented, proactive and upbeat, you work as a member of a team and independently, developing long-term strategic and executive level relationships.
- A clear thinker and an effective presenter, communicator and negotiator, you effectively lead the development of customer proposals.
- Broad industry knowledge with a solid understanding of technology platforms and how to design solutions based on VMware’s portfolio. Proven experience in driving complex solution sales in a competitive environment with knowledge of AWS, Microsoft, RedHat, and other industry leading cloud-based vendors.
- Must have proven experience in driving complex competitive solution sales scenarios, working in a matrix environment, and leading opportunities to closure.

**YOUR KNOWLEDGE AND EXPERIENCE**:

- You adopt a solutions sales/consultative selling approach to sell business and IT outcomes, calling on your understanding of the VMware product range and services offerings in an industry context.
- You are able to lead the team to generate proposals that are commercially sound, deliverable and compelling.
- You have worked for a services consultin