Job Description
The VMware sales team and the solutions, products and services we deliver are revolutionizing data centers and the IT enterprise network. The sales team is responsible for driving new business, building customer loyalty, ensuring high product retention rates, supporting and promoting corporate strategy and initiatives, and developing and executing area business plans. The team is made up of humble top performers that foster an entrepreneurial team spirit and a team culture that promotes leaders at all levels. VMware’s executive sales leadership is hands-on, regularly engaging with the team during key parts of the sales process to win and retain accounts.
VMware is seeking highly motivated individuals for Inside Sales positions. The ISR role is primarily responsible for managing transactional business within specified territories for VMware.
This position requires excellent communication skills that result in meeting or exceeding the assigned revenue targets for the specified territories. You will need to interact with our Channel Ecosystem and cross functional departments to maximize the total Customer Experience.
Desired Skills & Experience
Job Summary
VMware is seeking highly motivated individuals for Inside Sales positions in our German markets division. The ISR role is primarily responsible for managing transactional business within specified territories for VMware.
This position requires excellent communication skills that result in meeting or exceeding the assigned revenue targets for the specified territories. You will need to interact with our Channel Ecosystem and cross functional departments to maximize the total Customer Experience.
Job Responsibilities and Key Objectives
The ISR team is aligned to VMware’s commercial/SMB sales regions and is responsible for driving revenue within those regions. The ISR is responsible for all duties from prospecting to closing accounts with the channel sales team for the regions they support.
- Research accounts, identify key players, generate interest and obtain business requirements.
- Successfully manage and overcome prospect objections
- Build and develop initial customer relationships
- Update forecast and opportunity details within Salesforce.com to ensure accurate territory forecasts
- Be a key member and contributor to the EMEA Sales and Field Marketing teams
- Maintain current and accurate account and contact information within internal databases
- Actively promote VMware’s virtualization suite of solutions, products and services to suspects, customers and partners
- Develop and maintain in-depth knowledge of products and services, industry trends, and competition
- Produce reports as necessary
- Management of territory opportunity registrations
- General territory admin duties special pricing forms, re-assignment management, customer/partner escalations
- Ensure orders are placed correctly in the VMware Sales tool.
- Solution selling to the existing VMware customer base.
Requirements
- A persistent, self-starter with a track record of successful, credible follow-up and cold calling in to multiple executive levels within an organization
- Fluent German and French
- Minimum 2 years successful experience in HW/SW Inside Sales, preferably in IT or similar industry.
- Skills required:
- Pre-call planning
- Opportunity qualification and objection handling
- Call structure and control
- Time and territory management
- Proven track record within an automated HW/SW sales environment where accurate data entry and management of a CRM system was required.
- A team player with the ability to work in a high-energy sales team environment with a desire to work with others for broader success.
- Experience and success working within a revenue quota and commission structure
- Positive and energetic phone skills, excellent listening skills, strong writing skills
- Ability to manage multiple tasks at once, and operate successfully in a rapidly changing environment
- The highest level of integrity
- Proficient with standard corporate productivity tools (email, voicemail, MS Office)
- A basic understanding of computing technology and comfortable discussing technology with customers
- Sales training, Siebel and Salesforce.com experience a plus
- College degree or equivalent work experience
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