Service Sales (Client Solution Executive)

Service Sales (Client Solution Executive)

DELL
7-10 years
Not Specified

Job Description


Job purpose:
Client solution executive (CSE) is a motivated, result driven individual that works with a territory Sales team to identify, develop, and close new and renewal VMware services business through the provisioning of VMware solutions to help our key customers accelerate and maximize their investment in VMware technology to achieve business outcomes.
Key responsibilities and accountabilities:
Applies consultative services selling skills to develop attractive value propositions for strategic VMware customers
Understanding of customer's decision making process, goals, objectives and strategies
Utilizes advanced knowledge of VMware's service offerings and understanding of the customer's business to develop customized proposals that present solutions that successfully sell the organization's capabilities to customers technology or business outcomes
Develops proposals and Statements of Work for VMware solutions in collaboration with VMware back-office team, leveraging existing IP and documents, guiding commercial documents through the internal review and approval processes
Collaborates with the Advisory, Solutions Architecture and Delivery teams to position, justify and validate the proposed solution is deliverable
Understand the competitive landscape and the impact to the solution and price
Ensures solution value drivers are reflected in the client value proposition
Closes Services business to meet territory financial goals
Maintains effective customer relationships with key senior-level decision makers and influencers in order to understand the customer's requirements, match them with the organization's solutions, and close the deal
Maintains a high level of industry, organization, product and service knowledge to transfer this knowledge to customers and prospects.
Candidate requirements:
The ideal candidate will have the following attributes:
Is self-motivated, energetic, dedicated, driven, tenacious, achiever, well presented, able to communicate effectively at all levels
Has been an IT services consultant or has worked for a services consulting organization for 7+ years
Ability to develop long-term strategic and executive level relationships
Ability to articulate the value proposition focus on selling business outcomes, not just technology solutions, solutions sales approach
Maintain current and in-depth knowledge of the entire VMware product line
Has the ability to and work ethic to efficiently develop proposals and scopes for the solution responses
Ensure that propositions are technically sound, deliverable, competitive and representative of market leadership in the application of technology to addressing business issues or outcomes
Ensures effective client engagement and stakeholder management during assignment
Has a strong Business and financial acumen
Effective presentation and negotiation skills
In industry knowledge in area's including cloud technologies, virtualization, application modernization
Familiarity with systems management concepts, processes and standards capacity/performance management and the fundamentals of ITIL
Has the ability to travel up to 25% when required.
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.

About DELL

Job Source : jobs.dell.com

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