Senior Enterprise Account Executive

Vor 7 Tagen

Frankfurt am Main, Hessen, Deutschland VMware Vollzeit

We are looking for an experienced successful Security Enterprise Account Manager to join our Enterprise team in Germany at VMware.

You will bring passion, drive and a genuine customer first approach to help our enterprise customers achieve their digital transformation goals.

Our exceptional security team is keeping the world safe from cyberattacks through our portfolio of security solutions.

By analysing billions of security events per day across the globe, VMware Carbon Black has key insights into attackers' behaviour's, enabling customers to detect, respond to and stop emerging attacks.

Are you passionate about a groundbreaking technology platform that is disrupting the competition and industry?


This role will sit in VMware's Security Business Unit, in Germany; a leader in cloud-native endpoint and workload protection dedicated to keeping the world safe from cyberattacks.

The VMware Business unit consolidates endpoint, workload and container protection and IT operations that prevents advanced threats, provides actionable insight, and enables businesses of all sizes to simplify operations.


The Regional Enterprise Account Manager is a Field Sales and Business Development position accountable for driving/supporting partners in large complex transactions, evangelizing to both customers and partners the benefits of VMware security products/solutions and being the primary VMware Field Leader in their assigned territory.

Each RAE must have exceptional selling, presentation, and technical skills with a passion for driving End-User & Partner activity across their region in order to exceed quarterly bookings targets.



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

Success in the Role:
What are the performance outcomes over the first 6-12 months you will work toward completing?

  • Reports to a Snr. Manager Enterprise Sales VMware BU
  • Accountable for a quarterly bookings target for VMware security products including packaged services and education offerings
  • Will work closely with Pre-Sales/Field Specialists to maximize VMware bookings in their assigned geography and customers.
  • Must be proficient in security and infrastructure products and technologies
  • Must possess strong leadership skills and the ability to build a complex Partner and End-User sales strategy to achieve both short
- & long-term goals, objectives and bookings targets

  • Will work closely with top Partner Executives/Sellers across the DACH region including leading VARs, Distributors, Corporate Resellers.
  • Strong executive presence and communications skills; must be comfortable discussing security technologies with CIO, CISO and Partner principals



The Work:
What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
- sales experience selling endpoint, workload and container security and infrastructure products to corporate enterprises

  • Demonstrated history of exceeding booking and revenue targets
  • Proven experience developing relationships with different security buyers on levels from decision makers to senior executives (CIO/CISO)
  • Extensive experience negotiating large 6 figure deals with extremely complex terms, conditions, price pressures and considerations
  • Proven track record of selling services as part of a solution
  • Proven persuasion & negotiation skills
  • Ability to network & prospect across large and medium size enterprise accounts
  • Ability to conduct in depth sales presentations including product demonstrations that highlight key benefits, return on investment and the value of our solution & services
  • Salesforce & LinkedIn expertise
  • Ability to see and present "the big picture" and offer solutions to make it better
  • Strong customer facing and relationship building skills
  • Knowledge in selling complex security products

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


The hiring manager for this Senior Enterprise Account Manager role leads the Enterprise Team of 7 and has dotted responsibility for the Commercial Team.

Supported by a team of Solutions Engineers (SE's) and Business Unit Specialists covering the technology portfolio. Christoph brings a coaching led management style.

What are the benefits and perks of working at VMware?

  • Medical Coverage, and Parental Leave Plans for All Family Types
  • Generous Time Off Programs
  • 40 hours of paid time to volunteer in your community
  • Rethink's Neurodiversity program to support parents raising children with learning or behaviour challenges, or developmental disabilities
  • Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)

Equal Employment Opportunity Statement
VMware is an Equal Opportunity Employer committed to providing employees with a work environment free of discrimination and harassment. All emp

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