Sales Territory

**Why will you enjoy this new opportunity?**

We are looking for a confident outward facing and experience Territory Account Manager to join our sales team at VMware Portugal. You will bring passion, drive, and a genuine customer success first approach to help our commercial customers achieve their digital transformation goals.

You will own our customer engagement strategy across a large number of exciting accounts while orchestrating with external partners, and a team of internal specialists to identify, develop, and deliver value-based opportunities benefitting our customers.

Your efforts will help to establish VMware as a critical business partner, and build a sustainable reputation around both our technology solutions, and also in the way we do business.

Each customer and partner will bring a variety of challenges and opportunities, demanding all of your skills, stamina, and experience to engage across stakeholders, partners, and business processes.

You will work on large and small commercial business (Public and Private) in Portugal.

**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. Ideally, 60% of your time will be split between your closest partners and customers.

As the face of VMware’s business to our customers and their success, you will demonstrate great communication and organization skills, and a relentless curiosity for learning & executing with a growth mindset.

From day one, you will be managing customer opportunities in collaboration with your team. Over time you will be expected to build and sustain a pipeline of business across customer accounts, while leveraging the full breadth of VMware’s solution portfolio. By the end of your first 12 months at VMware, you should have established a significant presence and impact with your customers, colleagues, and partners with whom you work.

**The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**

The Territory Account Manager is responsible for the success of 100’s of Commercial Customers, and works closely with our partners and internal stakeholders to achieve it. You will be both an individual contributor & a team coach - sharing your expertise in business development, cold outreach, events, marketing, building CXO relationships, and optimizing complex software solutions with customers to solve their challenges and reach their goals. As a coach, you will help our key partners with best practices so they can build their VMware Business and Strategy. A typical sales cycle can be anywhere from 6 to 18+ months depending on whether it’s a short-term tactical solution sale, or more of a long-term strategic sales opportunity to be pursued.

Successful Account Managers maximize their time with customers, and with partners - engaging in their business and exploring ways in which VMware can deliver solutions. You will set a regular cadence for engagement with the range of stakeholders, including quarterly reviews and executive briefings. You will cover a breath of stakeholders from Practitioners, up to C-Suite Executives.

Account plans will establish a joint foundation of insight for strategic success. Excellent written and verbal communication skills, and an overall professional, consultative approach will set you apart from competitors.

You will seek to build a deep understanding of the customer landscape through discovery activities to build a robust roadmap for sustainable customer partnerships. The VMware way of selling incorporates a number of technical, financial, and value based tools that all Account Managers are expected to master and leverage to the fullest extent.

Internally, you will work with specialists across each of our technology areas to identify and develop value based solutions for your customers. You will be expected to deliver a high-quality standard of account management including opportunity management, pipeline development, and performance reporting.

As part of our sales team, your contribution is key to sharing best practices and building industry wide success stories for the wider business to learn and leverage. The sales team connects regularly each week for team engagement, pipeline development, and learning sessions.

We are looking for an experience sales person knowing the current Portugal Public market and other commercial Private Customers.

**What is the leadership like for this role? What is the structure and culture of the team like?**

The Hiring Manager for this Territory Account Manager role is Carlos Corroto, Iberia Commercial Sales Manager for Spain. He leads a sales team of 6 Account E