Would you like to be part of a team that is redefining the IT industry. Our service is leading the next paradigm shift in computing and is looking for world class candidates to help drive VMware Cloud on our service opportunities with the leading partners in Japan. As a Partner Development Specialist, you will deliver on our strategy to build mind share and adoption of VMware Cloud in our service across our company’ most strategic business partners and customers. You will be responsible for driving top line revenue growth and overall end customer adoption across all market segments through partner engagement. The ideal candidate has both a business background that enables them to engage at the CXO level, and a sales background that enables them to easily interact with enterprise customers and field sales reps. You should have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. Your broad responsibilities will include helping to define and execute against the VMware Cloud on our partner program, establishing business and technical relationships, and managing the day-to-day interactions with these organizations in order to build long-term business and marketing opportunities.
●Key Responsibilities: ・Have a holistic view of the Partner Community in your local market, a deep understanding of the partner capabilities as it relates to VMware Cloud on our service. ・Advise customers and commercial sales teams on the value of partners, engagement, and recommend qualified partners to support customer needs. ・Expand existing our service footprint as well as drive new customer engagements with partners to grow overall revenue with a focus on business outcomes. ・Become a trusted member of the sales team in the assigned sales district(s) to own deal execution with partners, leveraging Partner programs, and coaching partners on best practices. ・Work closely with Partner Solution Architects (PSA) to ensure partners deliver quality results and work with Partner Development Managers (PDM) on engaging their partners in the local market.
We are seeking a seasoned Enterprise Sales Representative to help us establish our web service as the market leader for our Contact Center as a Service (CCaaS) offer. This effort is in direct response to feedback from customers and seeks to address the daily pain points of meeting the high bar of delivering outstanding customer service. This new service will offer a compelling alternative for our customers when faced with multiple components, channels and vendors, managing long term commitments and very complex pricing models, and scaling based upon the specific needs of their businesses. This exciting new service is part of the growing SaaS offerings from our web service. The ideal candidate will have enterprise sales experience in areas such as contact centers, telecommunications, workforce management (WFM), CRM/ERP applications, unified communications and/or the integration of these complex solutions, be a self-starter, and be willing operate both tactically and strategically. As key team member in this fast growing, exciting space you will have the opportunity to help drive the growth and shape the future of a service category that will have a significant impact on our customers’ business.
Your responsibilities will include building and managing a healthy sales pipeline focused on driving revenue, adoption, and market penetration within the Japan market. The ideal candidate will possess a proven track record and background that enables them to lead a sales effort that will include teaming with our Senior Enterprise Sales Representatives, Solutions Architects, Partners and engagements at the CxO level within our largest accounts. The successful candidate will also possess a business background that enables them to drive an engagement and interact at the CxO/VP level, as well as a technical understanding that enables them to easily interact with developers and technical architects. He/she should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus.
Roles & Responsibilities ・ Drive revenue and market share ・ Meet or exceed quarterly and annual revenue targets ・ Develop and execute against a sales plan ・ Maintain a robust sales pipeline ・ Work with partners and OEM’s to extend reach & drive adoption of our web service solutions ・ Manage contract negotiations along with the core sales organization ・ Develop long-term strategic relationships with key accounts ・ Ensure customer satisfaction ・ Expect moderate travel
Do you have an aptitude for analyzing opportunities and creating innovative business deals Do you enjoy working at the intersection of customers and product/service teams to develop commercial outcomes while building consensus across stakeholder groups
Strategic Customer Engagements (SCE) is seeking a senior individual for the Deal Team to focus on commercial innovation for our newest and fastest growing cloud services. You will partner in the critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure), and be specifically responsible for helping understand and qualify the desired business outcomes for the development of the deal structure. You will consult to the internal our service teams on developing commercial business models that can be monetized at scale and in a way that aligns customer outcomes and service team goals. The ideal candidate will have customer facing experience and have an interest in digging into technology use cases, be a proven collaborator across multiple stakeholders, and have a business lens that enables them to distill complex scenarios down to their essentials.
●Strategy: Partner with broader sales teams to set objectives, analyze key data, and ensure alignment with technology service teams. The individual will be able to provide advice on the competitive situation and create an actionable strategy.
●Structure: You will be specifically responsible for designing the right deal structure for complex cross-service deals in a way that meets the desired business objectives, addresses competitive considerations, and maximizes the value of the opportunity. This may include analysis of the historical purchasing patterns of the customer, balancing the goals of the customer and our company, and striking the right bargain.
●Negotiations: Experience with customer negotiations focused on the commercial aspects of the deal structure. The individual understands the impact of business terms and pricing and provides alternative solutions.
●Closure: Will be able to partner in bringing to contractual closure the confirmed deal structure and framework.
【Key responsibilities include】 ・Act as trusted advisor and thought leader in the development of the commercial deal structure. Partner with the execution of the sales cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive opportunities. ・Consult with an influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement. ・Facilitate alignment and effective our communication within sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction. ・Cultivate best practices through analysis and reporting in support of continuous improvement. ・Work with key internal stakeholders (e.g. operations, legal, etc.) as needed.
●Key Responsibilities: ・Work with our sales managers and your partner to define and execute joint sales and go to market programs. ・Manage and drive joint sales engagements between the partner and our sales teams. ・Serve as a key member of the business development team in helping to define and deliver the joint solution set and supporting collateral for industry and service campaigns. ・Engage the partner’s field sales organization, channels, and end customers to create and drive revenue opportunities for us. ・Set a strategic business development plan for target market segments and ensure it is in-line with our strategic direction. ・Identify specific customer segments and industry verticals to approach with a joint value proposition for using our company. ・Position our company for internal use by the partner organization. ・Work closely with the partner’s customer base to ensure they are successful using our web services, making sure they have the technical resources required. ・Ensure that our company is the partner’s preferred cloud computing platform across all product lines. ・Understand the technical and capability requirements of our partners and work closely with the internal development team to guide the direction of our product offerings. ・Understand and advocate for the use of salesforce.com and other internal our systems. ・Prepare and give business reviews to the senior executive management team. ・Manage complex contract negotiations and serve as a liaison to the legal group.