Senior Client Solution Executive
Il y a 6 mois
**The Elevator Pitch: Why will you enjoy this new opportunity?**
The world is changing fast and so is VMware. While we accelerate our transformation to cloud and SaaS and continue to grow we help our customers to enable digital innovation with multi cloud services for all apps. At the heart of everything we do at VMware lies the responsibility to guide our customers to success. That is exactly what VMware’s Customer Experience and Success (CXS) team is about, making sure that our customers maximize the value they get from VMware solutions. Happy customers is what we want, we are customer obsessed, we are VMware CXS.
The Client Solution Executive (CSE) plays a key role in CXS: leading the development and sales of end-to-end CXS services plans that drive success for our customers. You will work closely with our solution architects and account sales teams on our most strategic accounts and are the linking pin to the CXS delivery organization for the execution of your plan.
**Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?**
As a Client Solution Executive (CSE) your primary focus is aimed at developing and closing larger consulting and customer success services business while maintaining customer relations with our most strategic accounts. Collaborating with the entire stakeholder ecosystem to identify, develop, accelerate, up-sell and close business.
The CSE role requires you to be at the forefront of customer engagement, to understand their business challenges and how our technology and services can help them realize value and achieve success.
- In first 30 to 60 days we expect the CSE to be able to establish good relationship with internal core teams and the wider CXS team
- Understand and learn VMware’s proposition, solutions and the CXS services portfolio
- Understand and learn how we can develop, define and scope our services plans and proposals including our systems and processes to support these
- Reaching out to customers to understand active opportunities and engagements where VMware CXS is or will be involved
- Learn from you peers and develop for your own territory a focus plan to achieve service bookings and service execution targets
- Qualify and update current pipeline for your territory, manage your forecast, also start working to create new opportunities
The CSE is completing all tasks with little guidance - no limitation on what they can drive. Focusing on transformational services opportunities while navigating internal processes can be quite challenging. This is a key area to get up to speed. We need strong analytical skills and creativity but also good administrative skills and accuracy. Ability to manage and orchestrate internal stakeholders within a matrix org. Having wide view for larger transformational projects.
**The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**
- Getting in front of account managers and sales leaders, making your presence known internally at VMware and showing the value we bring with us.
- Arranging and managing customer meetings and utilizing agreed sales methodologies
- Be capable of developing and writing effective services sales proposals. Our proposals include the business requirements, technical requirements, desired outcomes and an appropriate solution design which translates in a Statement of Work (SoW) and other CXS services. You will be responsible for closing CXS deals that could span from 1-week consulting engagements to complex, multi-services $1M+ engagements. As CSE you will work closely with solution consultants when scoping and creating business proposals.
- Strong communication skills/negotiation and Analytical skills
- Proactively influencing and making and driving decisions while being resilient. Delivering within a time effective timeframe.
- Must really want to work in services & consulting. Very different to a general sales position.
- French & English speaking are a mandatory for this role
**What is the structure and culture of the team like?**
- Our Team influence the success of each VMware implementation. We are dedicated to the satisfaction and success of our customers and their strategy. We ensure that our customers are successfully implementing their business plans from adoption all the way to a fully functioning software-defined datacentre.
- We promote an inclusive atmosphere where your voice will be heard, and where you will be part of a fun, dynamic team working in partnership with each other.
- The hiring manager for this role is the Sr. Director Professional Services Sales. His expertise has been built from the frontlines with roles in driving and leading high performing teams in the industry, leading diverse teams in different organizations, selling software and professional services.
- Our management philosophy is about encouraging everyone on the team to be independent
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