The Elevator Pitch: Why would you really like to be part of this team?

This position provides a unique career opportunity to be the driver between the channel business, working directly with partners and with customers. All are aligned to specific territories working hand in hand with the field in the countries you will work for. This role will specialize you in our internal tools and processes that ultimately will drive revenue faster to the region as you interact with clients and partners to sell the full suite of VMware products and services, with the specific objective of optimizing field sales productivity through operational and administrative sales activities. Successful applicants will play an important role in maximizing the total customer experience whilst assisting the extended sales team in generating revenue.

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

You are expected to understand the channel strategy of the company and get acquainted with the partners actively working in the assigned territory. You should recognize the actors involved and be an expert in the tools we currently use internally to produce pricing quotes. You will execute pipeline hygiene execution on a weekly basis and contribute towards the success of a second-tier reselling model. After 12 months you should be orchestrating and contributing towards the revenue increase in the assigned commercial territories. You should be seen as an ambassador of our Channel Program and be a trusted advisor to our internal teams.

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

The role of the Sales Associate focuses on 3 main responsibilities:

• Qualifying incoming deal registrations from partners – As a Sales Associate you will receive all inbound partner registrations for new customer projects within your assigned territories. You will be responsible for re-qualifying these Deal Regs by reaching out to the partners and/or customers and approving them in our systems. Broadening your network and strengthening the relationships with our VMware partners will become a crucial part of your role.
• Quoting – You will be assisting the Account Executives (AE) of your assigned territories with quote creation and quote editing for all open deals in the pipeline, playing a crucial part in helping drive revenue and bring important deals to closure. Team spirit and a close and trustful relationship with your AE’s will be very important in order to achieve the maximum, positive impact on revenue and territory performance.
• Pipeline Management – You will be responsible for all open, core pipelines <50K in your assigned territories. You will drive, together with the help of our VMware partners, all opportunities from the initial qualifying stage until closure. Upselling and cross-selling from your side are also possible and definitely a plus. With pipeline management, you will actively influence overall territories performance and revenue. Solid control and understanding of your pipeline will be very important, as new deals will come into your pipeline on a daily or weekly basis. The origins of your pipeline are: inbound partner deal registrations and qualified leads from our internal sales development team.

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

The hiring manager for this role is André Leandro, DSC Commercial Manager for South EMEA, an IT professional with more than a decade in the industry.  André leads a heterogeneous and diverse team based in Barcelona that works closely with the extended teams across the geography maximizing revenue and finding net new opportunities for business in the SEMEA region. André believes hard work, attitude and will to learn and execute are the key to success in any role. Andre’s management style is based on mutual trust promoting thinking out-of-the-box aligned with mentoring, coaching and support where appropriate.

Where is this role located?

Fixed: this role is based out of VMware’s Barcelona HUB and open to candidates in the surrounding area.

What are the benefits and perks of working at VMware?

You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com.

• Employee Stock Purchase Plan
• Medical Coverage, Retirement, 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 behavior challenges, or developmental disabilities
• Financial contributions to your ongoing development (conference participation, training, course work, etc.)
• Wellness reimbursement and online fitness and wellbeing classes