EUC Sales Manager - Vietnam & Nascent Markets

EUC Sales Manager - Vietnam & Nascent Markets
Hoàn Kiếm, Vietnam
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Job ID R186416-2

JOB TITLE: EUC Sales Manager

DEPARTMENT: End-User Computing

REPORTS TO: Director – Business Mobility, SEAK region

EXPERIENCE: 10+ years professional experience

GENERAL SUMMARY - PURPOSE OF THE JOB

We are looking for a Sales Manager to join our top-calibre team, to be based in Malaysia, Vietnam or Pakistan. The EUC Territory Sales Manager’s goal is to grow VMware EUC solutions revenue and margin in Vietnam and Nascent markets. The Nascent markets include countries like Pakistan, Sri Lanka, Myanmar, Cambodia and others. S/he is responsible for acquiring, developing and retaining customers to achieve this. The Sales Manager engages in effective account planning to ensure VMware solutions are correctly positioned and their value understood by the customers. S/he maps the customer team to ensure champions help VMware win the deal. The Sales Manager displays good financial acumen to ensure we are positing the ROI and value of our solutions. This is an individual contributor role.

VMware EUC solutions includes Horizon, Airwatch and Workspace ONE products.

IDEAL CANDIDATE PROFILE

The ideal candidate for this position is a person with experience in Virtualization and Enterprise mobility solution sales.

PRINCIPLE DUTIES AND RESPONSIBILITIES
WHAT: MANAGING THE BUSINESS

• Manages sales in Vietnam and Nascent markets, to ensure opportunities are identified and closed
• Attains revenue and margin objectives for EUC business
• Proactively identifies and solves business problems faced by customer by providing subject matter expertise
• Works with customer to move an opportunity through the funnel to successful closure
• Engages in effective account planning to ensure VMware is working to meet needs of champions and keeping detractors in check
• Maintains a balance of account portfolio between acquisition, development and retention accounts to ensure consistent business growth
• Demonstrates sound financial acumen to win by matching customer needs with VMware solution capabilities.
• Collaborates with Territory Account Managers (TMs) to cross-sell and upsell EUC solutions to VMware SDDC install-base.
• Works with TMs, Inside Account Reps and Partners to sell EUC solutions to whitespace customers.
• Anticipates market and competitive actions and builds strategies to win and grow VMware’s business in territory
• Collaborates with Product Group to identify gaps in product portfolio that are needed to meet customer needs better
• Recognized by customer as a thought leader and has the executive presence to build senior executive relationships
• Works effectively across functions at VMware to solve customer problems and deliver value.
• Demonstrates team leadership and influence a needed to make things happen.

KNOWLEDGE, SKILLS AND ABILITIES

• 10+ years’ experience in a IT direct sales role
• Sales experience with VMware Horizon, Airwatch, Workspace ONE, Citrix Xen Desktop/XenApp and Microsoft SCCM/Intune highly desirable
• Good understanding of VMware vSphere and Microsoft Hyper-V technologies
• Good understanding of Vietnam and Nascent IT market including current trends and needs
• Strong Drive for Results and ability to work independently with minimum supervision
• Ability to work effectively with partners, customers and internal team members
• Dedicated to meeting the expectations and requirements of internal and external customers
• Sound sales forecasting experience
• Skills to develop and maintain relationships with partners and alliances
• Solid organizational & time management skills
• Self-Starter and strong change management skills

KEY RELATIONSHIPS WITHIN THE ROLE

Internal

• Vietnam and Nascent markets - VMware sales, marketing, Channel teams
• Business Mobility South East Asia & Korea team

External

• Channel & Alliance Partners

• Customers