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Business Development Manager - VMware Cloud on AWS

Company name, Inc.

San Francisco, CA

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Job DescriptionBusiness Development Manager VMware and AWS announced a strategic partnership that brings the two leaders in Enterprise IT together to deliver a vSphere-based cloud service running on AWS. This service will make it easier for customers to run any application, using a set of familiar software and tools, in a consistent hybrid cloud environment. Amazon Services is seeking an experienced Account Executive for our VMware Cloud on AWS Sales team. The Account Executive will develop and manage a sales pipeline of high value accounts while executing sales strategies to secure deals that will exceed aggressive account acquisition and revenue goals. Specifically, this individual will be responsible for identifying and building relationships with key influencers and decision-makers within the executive teams of our targeted accounts (a focus on enterprise accounts) in a specific geography, along with internal stakeholders and cross-functional teams to create and present compelling Amazon solutions that meet and exceed customer requirements. This individual will also work closely with our partner ecosystem to drive customer adoption and service integration with AWS services. Key Responsibilities:

Accountable for exceeding account acquisition and sales quota within assigned Region
Driving revenue and growing market share in defined territory
Develop an enterprise account solution strategy at all levels \u2013 business units to C-suite
Develop and execute against a comprehensive account/territory plan
Accelerate customer adoption of VMware Cloud on AWS service
Identification and prioritization of opportunities in the field. Developing and driving strategies to win opportunities.
Building and maintaining the Cloud business plan and GAP plan for the region.
Being the trusted sales leader for VMware Cloud on AWS opportunities across the specific districts.
Working with AWS/VMware sales, pre-sales to drive alignment and knowledge of each Cloud solution and technologies to facilitate broad sales growth in assigned region
Working and partnering with District leadership
Identification and prioritization of opportunities in the field. Developing and driving strategies to win opportunities.
Leveraging our strategic alliance team and alliance partners effectively
Effective pipeline creation, management and forecasting for the regions, and owning updates on progress to Region leadership

Basic QualificationsBasic Qualifications:

7 years of successful relationship sales experience, preferably in public or hybrid cloud environment. Experience with VMware or selling AWS services a plus.
Demonstrated success in exceeding sales targets using a consultative, solutions-focused approach is required.
Individually identify, qualify and close Sales opportunities
Prepare and present formal proposals to executive levels of organizations
Prepare formal proposals in response to RFPs
Consult with customers to assess their business needs at high level
Lead negotiations, coordinate complex decision-making process, and overcome objections to closure
Knowledge of cloud economics: TCO and commercial models, their cost structure and value drivers; make\u2011buy analysis
Relevant real\u2011life experience with hybrid cloud solutions (workload-defined private and public clouds)
Functional understanding of key technologies and trends in the cloud domain; containerization, software defined technology, hybrid cloud operating models, etc.
A well-documented, solid and successful sales career having generated results from a subject matter specialist or business development roles
Comfortable with 1-2 weeks of travel per month across the assigned districts
7 years of work experience with progressive responsibility in business development, strategic partnerships, alliances or solution sales
Experience in leading and influencing cross-functional teams with value-led propositions
Excellent communication, interpersonal, presentation, and demonstrated analytical skills
Experience selling new services into new markets is strongly desired.

Preferred QualificationsPreferred Qualifications:

Entrepreneurial & Commercial thinking: ambitious, self-driven, go-getter, risk-taker, persuader and influencer, persistent, action oriented, change driver, opinionated (\u201cmy business!\u201d)
Customer Focus - We see our customers' business through their eyes in order to provide solutions that uniquely satisfy each customer's needs
Solutions-focused: curious, positive, collaborative, issues into possibilities
Consultative skills: establish credibility; explore requirements; plan in view of interests, ambitions and possibilities; handshake engagement;
Organizational awareness: establish power-base mapping to sensibly act and plan in accordance
Superior presentation/communication skills: purposeful structure, crisp content (less is more), actionable delivery
Maintains good rapport and demonstrates leadership and teamwork in cross-functional teams.
Amazon is an Equal Opportunity-Affirmative Action Employer \u2013 Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation

Company info, Inc.
Website :

Company Profile
Amazon, a Fortune 500 company based in Seattle, Washington, is the global leader in e-commerce. Since Jeff Bezos started Amazon in 1995, we have significantly expanded our product offerings, international sites, and worldwide network of fulfillment and customer service centers. Today, Amazon offers everything from books and electronics to tennis rackets and diamond jewelry. We operate sites in Canada, China, France, Germany, Italy, Japan, Spain and United Kingdom and maintain dozens of fulfillment centers around the world which encompass more than 26 million square feet.

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