VMware service sales manager in Beijing, China

Job purpose:

The Services Sales Manager (SSM) is a motivated, result driven individual that works with a territory Sales team to identify, develop, and close new and renewal VMware services business through the provisioning of VMware solutions to help our key customers accelerate and maximise their investment in VMware technology to achieve business outcomes.

Key responsibilities and accountabilities:

§ Applies consultative services selling skills to develop attractive value propositions for strategic VMware customers

§ Understanding of customer’s decision making process, goals, objectives and strategies

§ Utilises advanced knowledge of VMware’s service offerings and understanding of the customer's business to develop customised proposals that present solutions that successfully sell the organisation's capabilities to customers technology or business outcomes

§ Develops proposals and Statements of Work for VMware solutions in collaboration with VMware backoffice team, leveraging existing IP and documents, guiding commercial docuements through the internal review and approval processes

§ Collaborates with the Advisory, Solutions Architecture and Delivery teams to position, justify and validate the proposed solution is deliverable

§ Understand the competitive landscape and the impact to the solution and price

§ Ensures solution value drivers are reflected in the client value proposition

§ Closes Services business to meet territory financial goals

§ Maintains effective customer relationships with key senior-level decision makers and influencers in order to understand the customer's requirements, match them with the organisation's solutions, and close the deal

§ Maintains a high level of industry, organisation, product and service knowledge to transfer this knowledge to customers and prospects.

Candidate requirements:

The ideal candidate will have the following attributes:

§ Is self-motivated, energetic, dedicated, driven, tenacious, achiever, well presented, able to communicate effectively at all levels

§ Has been an IT services consultant or has worked for a services consulting organisation for 7+ years

§ Ability to develop long-term strategic and executive level relationships

§ Ability to articulate the value proposition; focus on selling business outcomes, not just technology solutions, solutions sales approach

§ Maintain current and in-depth knowledge of the entire VMware product line

§ Has the ability to and work ethic to efficiently develop proposals and scopes for the solution responses

§ Ensure that propositions are technically sound, deliverable, competitive and representative of market leadership in the application of technology to addressing business issues or outcomes

§ Ensures effective client engagement and stakeholder management during assignment

§ Has a strong Business and financial acumen

§ Effective presentation and negotiation skills

§ In industry knowledge in area’s including cloud technologies, virtualisation, application modernisation

§ Familiarity with systems management concepts, processes and standards; capacity/performance management and the fundamentals of ITIL

§ Has the ability to travel up to 25% when required.

VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.