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Company is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, Company simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.
The Public Sector team within Company is a high-energy, passionate team of salespeople with a desire to succeed and drive the digital transformation within the public sector. You will be part of the leadership team with a strong identity, and a reputation for a high standard of work and achievement. You will have the opportunity to craft and execute on your business plan through your own efforts and through the management of your matrix sales team.
Job Role and Responsibilities:
Our Public Sector team is made up of passionate and high-performance sales consultants who are committed to integrating within our customers’ business to offer premier Company solutions to these critical markets. The Digital Transformation Technology Executive will be responsible for positioning Company portfolio and solutions to our customers by working on overall messaging, key themes and also orchestrating relevant sales motions through Company’s Systems Engineering, Product Specialists, Professional Services, Partner Channel, Inside Sales and other Company resources to drive net new revenue for the company. The executive will be instrumental in helping our customers through their digital transformation journeys. Company has and continues to build a top performing sales team who has the desire and determination to deliver immense value to our customers.
Function as the senior spokesperson/face of public sector for Company technologies and services.
In coordination with marketing/communications, develop and update as needed core themes and messaging to shape public sector views of Company solutions in alignment with the broader strategy of the company
Act as a force-multiplier for Company executive leadership by attending senior/executive level customer engagements where an account manager would be inappropriate, adding value to those conversations with meaningful insights tying Company technology to customer mission needs, and translating those customer needs to the account and product development teams for action
Attend and speak as appropriate at industry and public sector events as the representative for Company on matters of technology, policy, and mission suitability as it relates to Company technologies as well as trends and futures, translating any insights gained back to the sales and product development teams
Support and coordinate with government affairs on matters of policy as it relates to Company interests, providing feedback on bills and legislative matters, working with industry consortiums, and interfacing with political leaders and their staff to both shape and understand policy that may affect Company's public sector business
Partner with industry groups that Company works with to insure we are maximizing the value from the investments we make in those communications channels
Meet with customers as needed to build top-level relationships with key decision-makers and influencers and to project Company thought leadership
Work with the sales teams to develop and implement strategies to accelerate growth in their accounts
Target underperforming or flat accounts, and partner with them to build and execute tangible plans with clear measurements for getting back to growth
Work with sales teams to identify new or unexplored applications of Company solutions to mission needs that will pull through additional product sales
Work with sales teams on the largest and most complex deals to craft and execute a winning strategy
Devise ways to expand footprint on existing programs
Interface with the product teams to represent the needs of the public sector customers, leveraging influence to shape products for that market and insure appropriate attention is given to meeting the needs of public sector in product development
Work with partners, including channel, integrator, and technology, to optimize and expand the value from those relationships as it relates to joint go-to-market, solution development, deal coordination and participation, or any other element related to driving growth
Function as a trusted advisor and industry expert internally on public sector matters, including state, civilian, defense, and intel as it relates to the applicability of Company technology and mission use cases
Other duties as assigned where executive leadership is required across any elements of Company technology, business development, product development, partnerships, or otherwise
10+ years of experience selling complex solutions, requiring implementation, integration and Professional Services to execute
Experience working in matrix organizations and exhibiting cross-functional influence
Verifiable experience selling into the Public Sector
Experience building demand with cycle times of 6-24 months
Experience quarterbacking accounts, orchestrating resources and selling solutions to customers
Experience working with all levels of the sales team, and leadership
Partner well and are accustomed to working with the channel
Excellent communication skills, both written and verbal
Dynamic presentation skills with the ability to translate technical capabilities to business outcomes
Experience encouraging and leading cross-functional matrixed teams
Able to effectively conduct quarterly business reviews with key customer and VMW leadership teams
Strong command skills and experience presenting to and collaborating with C-suite
Experience in Software, Cloud, or Infrastructure such as Compute, Network, Storage
Experience selling solutions at an enterprise level company
Self-starter with a high level of energy
“This job opportunity is not eligible for employment-based immigration sponsorship by Company.”
Company is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Company 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 Company 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. Company will not tolerate discrimination or harassment based on any of these characteristics. Company encourages applicants of all ages. Company will provide reasonable accommodation to employees who have protected disabilities consistent with local law.
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