Account Executive, Software Defined Storage - SLED/Healthcare

We are looking for a proven and experienced, but dynamic and creative Hyperconverged Storage (HCS) Account Executive for SLED and Healthcare. This position will cover the Southeast US. The Account Executive is responsible for selling VMware's software-defined storage products to Government, Education and Healthcare accounts, leveraging an extended team that includes VMware's core sales force, SEs, OEM partners and channel partners. This includes prospecting, developing, forecasting and closing opportunities directly and through channels. This extended team is driven to a common goal within an assigned territory.
HCS is a key component of VMware's Software Defined Data Center (SDDC) strategy. HCS enables customers to achieve the agility, flexibility, and cost savings required to keep up with modern IT requirements. With our products, virtualization environments are enabled to abstract & simplify storage management, achieving a dramatic increase in performance and cost savings, while automating workflows to accelerate applications and services delivery.
This is an opportunity to join an exciting and rapidly growing business within VMware.
What you will be doing
You are responsible for selling the HCS product portfolio across your assigned territory
You will drive account sales strategy for the HCS portfolio across your territory and establish sales cadence with core account teams
You are responsible for moving transactions through the entire sales cycle, from early prospecting to forecasting to closure
Adopt account portfolio sales enablement and strategy with channel partners
Collaborate with Systems Engineers, Inside Sales and the channel to ensure complete coverage of entire account portfolio.
Prospect new opportunities for HCS within your territory
Match the HCS solution to the customer's mission needs, challenges, and technical requirements
Develop solution proposals encompassing all aspects of HCS
Work closely with SEs, Storage Architects, IT Administrators and senior IT executives to successfully move each opportunity through the customer's evaluation process
Participate in the development, presentation, and sales of our HCS value proposition
What we want from you
8+ years of experience in related software industry with at least 5 years in a selling role servicing the Federal government
Experience selling in both a direct and an indirect or channel driven model
Experience leading a team of professionals in sales campaigns that include sales executives, field SEs, Inside Sales, Field Marketing, Services, etc.
Ability to operate in large, complex, matrixed organizations
Experience selling platform products, such as Virtualization, Operating Systems, SAN systems, Databases, and other enterprise infrastructure
Industry expertise in storage, especially experience in selling to virtualization and storage personnel in enterprise IT departments
Consistent track record of successful selling in a highly competitive environment
Experience in strategic and value selling, including managing six and seven figure transactions.
Experience winning net new accounts as well as selling into whitespace within existing install base
Proven experience to penetrate new "green-field" accounts and establish relationships at the senior leadership level or with relevant stakeholders within accounts
Able to manage a high-volume, transactional business with many deals being developed and closed simultaneously
You have a BA/BS degree or higher, or equivalent job-related experience
Travel: 30-50%
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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