Commercial Territory Manager, Uruguay & Paraguay
VMware
Alicia Moreau De Justo Bldg 140 Puerto Madero Buenos Aires AR
hace 6 días

Job Description

The Commercial Account Executive (CAE) will own Uruguay & Paraguay Territory.

The CAE’s primary role is to maximize sales in Uruguay & Paraguay through leveraging the partner sales community. The primary focus is aimed at sales opportunities versus accounts and is achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions.

It is expected that this role will increase deal win rates as well as accelerate time to close on key opportunities in the territory.

Partner Business Managers (PBM) and Inside Sales Representatives (ISR) are key team members of the local geographic team with responsibility for identifying, selecting, developing, leading and managing all VMware sales partners in the Territory.

Responsibilities :

Co-develop a partner strategy for the territory to cover in tandem with ISR and PBM and execute on the strategy with specific revenue and profitability targets

  • Effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware opportunities
  • Coordinate appropriate enablement resources to support partner community within the territory
  • Orchestrate territory coverage with both internal and external partner teams to achieve high level results
  • Create and maintain effective partner relationships with partner principles located in assigned territory
  • Supports and provides guidance to both field and partner marketing events and activities
  • Accurately assesses general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor
  • Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly and quarterly basis
  • Experience Required :

  • Must have selling expertise, a major, in Applications, Enterprise Management or Cloud with a minor in Compute, Network, Storage
  • Domain experience selling in Datacenter Space
  • Has proven track record with working with the channel, SISOs
  • Experience selling complex solutions, requiring implementation, integration and Professional Services to execute
  • Experience building demand with cycle times of 6-24 months Ideally able to network to LOB leader, CxO but at a minimum able to work across IT, Ops, AppOps / Dev-admin
  • Proficient in Spanish and English
  • Education

  • BA / BS degree or higher, or equivalent job related experience
  • Travel

  • Ability to travel throughout the territory approx. 50% of the time
  • 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.

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