Global Account, Solutions Consultant

**About the job**:
VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 customer and 30,000 partners to thrive in the Cloud Era. A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

The VMware Global and Telco Account Program serves approximately 100 of VMware’s largest customers. These premier accounts are managed by a team of experienced Global Account Managers partnered with a Global Solutions Consultant with the objective to establish a significant VMware relationship in the largest and most influential corporations worldwide.

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 and our partners to invent (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.

**Why will you enjoy this new opportunity?**

This position will report to the Senior Director, Landed Global Accounts in our APAC region and is an integral part of our coverage model for our largest Global Accounts. Focussed on engaging and developing local relationships in key international markets, this role requires close alignment to the global strategy of our Global Account Managers for their accounts to support global initiatives and drive local projects and sales opportunities for these strategic customers.

A true international mindset is key to success and a close relationship with the Core Account Team abroad as well as diverse customer setting to execute on ‘Strategize Globally - Act Locally’.

You will be working with our most engaged and challenging customers, breaking new ground and driving lighthouse deals for your customers. There will be autonomy to identify new opportunities and make new relationships, and to interlock with the full Global Account strategy and support large deal positioning and rollout with our most strategic customers. If you are passionate about innovation and inspiring teams to come together, then you will feel right at home.
- Manages tactical business while investing in larger, longer term strategic opportunities in support of the Global Account Strategy and identifies and owns local opportunities within the account.
- Constructs and sells large multi-product, integrated solutions and services utilizing strategic partnerships which drive business outcomes
- Maintains high touch and trusted advisor status with the customer establishing new and deeper relationships
- Supports the GAM to act as an inspired leader for a large extended team of virtual resources to ensure consistent and effective team engagement and ensuring optimal usage of resources across management, supporting and partner organizations

**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 accounts in the region and to support their full global strategy.
- Account Management: Partners closely with the Global Account Manager and AE: developing opportunities, executing on projects and feedback on the core account strategy with consultative selling approach
- Business Cases/Value Selling: Builds business cases including ROI and TCO analysis to quantify value realization of the solution
- Customer Intimacy: Maintains access and influence with key business and technical stakeholders
- Operational Command: Maintains operational command of the business through demand generation and solution validation; coordinates campaign execution across sales, products, services and support teams to accelerate the sales cycle
- 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

Preferred Skills:

- Proficient in enterprise solution selling including products, services, and support
- Ability to collaborate with multiple groups globally to inspire alignment and execution
- Strong customer-facing and relationship building skills at technical decision maker and executive level
- Highly trusted