Global Account Executive, Madrid

hace 3 días

Madrid, España Ares Consultores A tiempo completo

The Elevator Pitch: Why will you enjoy this new opportunity?
We are looking for a confident Global Account Executive to join our team at VMware in Spain.
You will bring passion, drive, and a genuine customer-first approach to help our Global Account customers achieve their digital transformation goals.
You will own the customer engagement whilst orchestrating a team of specialists to identify, develop, and deliver value-based opportunities benefitting the customer and VMware.
Your efforts will help to establish VMware as a critical business partner, building a sustainable reputation around our technology solutions and in the way we do business.
Each customer will bring a variety of challenges and opportunities, demanding all your skills, stamina, and experience to engage across stakeholders and business processes.
As the Global Account Executive at Telefonica Global, you will be responsible for selling into all lines of business.
This will give you the ability to solve your customers' toughest challenges through disruptive technologies like edge computing, Kubernetes, multi-cloud, artificial intelligence, and blockchain, all of which will accelerate the next wave of innovation.
Our software and services span Application Modernization, Cloud, Networking and Security, and Digital Workspace.
Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?
Making an impact early at VMware relies on 3 core elements: establishing relationships with colleagues, customers, and partners; building solid knowledge and understanding of our technologies; and navigating the sales processes and best practices within our teams.
You will be managing customer opportunities from day one, in collaboration with your virtual team, and be expected to build and sustain a pipeline of business across customer accounts, leveraging the full breadth of the VMware solutions portfolio.
By the end of your first 12 months at VMware, you should have established a significant presence and impact with both your customers and the colleagues with whom you work.
The Work: What type of work will you be doing?
The VMware Global Account Program serves approximately 100 of VMware's largest customers.
These premier accounts are led by a team of experienced Global Account Managers with the objective to establish a significant VMware footprint 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 a highly focused and experienced account management, marketing, and engineering teams, as well as substantial executive-level engagement.
The Global Account Executive at Telefonica will execute the strategy and customer's business in support of the Telefonica Global Account Director to whom s/he will report.
The individual in this role will be responsible for supporting the overall account management including the creation and execution of the strategic account plan, goal obtainment, and revenue growth.
You will take a consultative approach to selling and work with the account team toward a trusted advisor status serving as the executive contact across the customer on behalf of VMware, communicating VMware's unique value.
Supports the overall account strategy and matrix management of sales, specialist, and partner resources to ensure value-added benefits and deeper/wider reach into the customer.
You will be responsible for supporting the GCD to take share from our competitors.
Supports the setting of the global account strategy that drives new VMware revenue through the ownership and implementation of an actionable, business-outcome based account plan.
- Supports the implementation of business case & value selling strategies which align the customer's needs, up to the Board/C-Suite, to VMware solutions and services including the development of business cases with specific metrics & ROIs identified.
- Manages tactical business while investing in larger, longer-term strategic opportunities in support of the GCD.
- 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 trust.
- Maintains operational command of the business through forecast accuracy and demand generation.
- Supports the GCD 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.
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