Senior Client Solution Executive

Job Description

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 what VMware’s Customer Success and Professional Services (CS/PS) 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.

The Client Solution Executive (CSE) plays a key role in here: leading the development and sales of end-to-end CS and PS services plans that drive success and outcomes 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 CS and PS delivery organization for the execution of your plan.

The Professional Services sales team where you will become part of has proven to be one of the most successful teams in the wider region. We are looking for people that want to grow with us but also want to drive their own destiny and apply their own style.

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 CS/PS team
• Understand and learn VMware’s proposition, solutions and our 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 CS/PS 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 challenging though. This is a key area to get up to speed. We need strong analytical skills and creativity, a can do mentality 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 CS/PS services. You will be responsible for closing services 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.
• Applying our outcome-focused methodology for defining, implementing and adopting long-term solutions will help you achieve real business value for our customers. The CS/PS broad expertise and deep knowledge of VMware technology can help reduce risk and complexity. Our holistic approach addressing infrastructure, applications, and operating model helps minimize disruption and ensure predictable outcomes.
• 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 a services & consulting business. This is very different to a generic software sales position.

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 Philippe van der Voort, Director Professional Services for Benelux & Nordics. Philippe has been 2 years in this role now and has with 8 years at VMware a broad experience across the company. The Benelux & Nordics Professional Services sales team is focused on outcomes, not just activity, with clear and consistent execution each quarter. It is critical the entire team and other stakeholders are aligned and work together to achieve our goals. We are fast-paced, ambitious and successful. We set ourselves a high bar and take pride in meeting it. We are humble and honest; we celebrate success together and are honest in our assessment when we fall short. We strive to have a diverse, but unified team, one which is entirely focused on our customers and their success.

Where is this role located?

You will become part of the Benelux CS/PS sales team with great office facilities in Amsterdam, and are based in The Netherlands. You will have the flexibility to work from the location you feel most productive and comfortable. This role will require travel to customers and internal business meetings though which will be expected of you.

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, trainings, course work, etc.)
• Wellness reimbursement and online fitness and wellbeing classes

VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware 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 VMware 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. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.