Temat: VMware Poland is Hiring !!!! - Desktop Business Specialist

Posting Title: Desktop Business Specialist, Poland Warsaw

About Us: VMware (NYSE: VMW) is the global leader in virtualization and cloud infrastructure, two areas that consistently rank as top priorities among CIOs.
VMware delivers award-winning, customer-proven solutions that accelerate IT by reducing complexity and enabling more flexible, agile service delivery. Our solutions help organizations of all sizes, lower costs, increase business agility and ensure freedom of choice. We are searching for people who are ready to accelerate, innovate and lead to join our team of more than 9,000 employees in 40+ locations worldwide working to develop innovative solutions that deliver the future of IT through cloud computing. Having the audacity to challenge constraints and problem-solve for tomorrow starts today, and it starts with you. Learn more at http://vmware.com/careers.

Why work for our Division: 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. The VMware sales team includes several key roles that all work together to meet a shared quota. In 2007, VMware experienced 88% year-over-year revenue growth, creating an ideal atmosphere for passionate, performance-oriented sales professionals. The VMware go-to-market plan separates our sales teams into three distinct areas: Global Accounts, Enterprise Accounts and Commercial Accounts.

Why work with our group: The Emerging Markets team is a vertically focused sales team. The purpose of this team is to deeply understand our selected verticals’ business strategy and to marry VMware’s solutions to those needs. Within the Emerging Markets team the Business Development Manager (BDM) is a strategic sales team member that partners with geography based sales executives to help identify and ultimately close additional revenue generating opportunities for VMware solutions. The BDM role involves a wide range of tasks, such as, analyzing of complex customer needs, pre-sales system consultation, strategic sales documentation, education, proof of concepts & pilots through all phases of adoption.

Job Description Desktop Business Specialist, Poland Warsaw

VMware (NYSE: VMW), the global leader in cloud infrastructure, delivers customer-proven virtualization solutions that significantly reduce IT complexity. VMware accelerates an organization’s transition to cloud computing, while preserving existing IT investments and enabling more efficient, agile service delivery without compromising control. Organizations rely on VMware, its partners and its industry-leading virtual infrastructure platform, VMware vSphere, to energize their business through IT, while saving energy—financial, human and the Earth’s. With 2010 revenues of $2,9 billion, VMware has more than 250,000 customers and 25,000 partners worldwide. VMware’s award-winning technology, market-leading position and culture of excellence provide our 9,000+ employees in 40+ locations worldwide with a platform for professional growth and the excitement of being an early-stage innovator.

The Desktop Business Specialist is widely recognized across their respective industry and subject area, as a proven Sales expert in desktop and application management. As a Desktop Business Specialist, you will be responsible for delivering the value proposition around solutions built from VMware Desktop Products to Business Decision Makers (CFO, VPs of Sales, Operations, HR, Marketing, etc.) and IT Decision Makers (CIOs, VPs of IT, IT Managers), working closely with the respective VMware Salesperson responsible for the client account. The Desktop Business Specialist supports VMware sales campaigns by providing industry and solution area expertise, cooperating and consulting on account strategy, conducting use case analysis, developing business cases and forging trusted relationships with Business and IT Decision Makers.

The Desktop Business Specialists are senior-level members of a team chartered to provide depth of business expertise in key vertical and targeted use cases and will be critical to accelerating VMware’s desktop business growth. The Desktop Business Specialist must have extensive business knowledge within specific industries or specialties including health care, education, financial services, call centers/BPO, Win 7 migration and Desktop as a Service (DaaS ) for SI/SO/SPs. In addition, they must have demonstrable success selling the solution, strategy and business case for desktop or application management internally to executive leadership or externally as a vendor.

The Desktop Business Specialist is a high impact, very visible role, instrumental in driving the adoption of VMware products and solutions in large scale accounts, defining industry specific solutions, obtaining reference customers, developing GTM strategy, creating partner leverage as well as influencing product enhancements, and new products/solutions that VMware brings to market.

Responsibilities:

- Work closely with VMware account teams on strategic opportunities, providing industry/business expertise and Desktop solution support, participating in client engagements up to C-level

- Establish a professional and consultative working relationship with the client by developing a core understanding of the unique business needs of the client

- Contribute to business justification and proposal development, negotiations and deal closings. Identification/targeting of key account prospects is critical to success

- Develop sales plays unique to a targeted industry/vertical business case and manage the pipeline to ensure alignment with account managers including win/loss analysis

- Interface with both internal and external/industry experts to analyze use cases, anticipate customer needs, and facilitate solutions development

- Present at industry specific and regional events, including HIMSS, Interop, VMworld, user groups and customer councils

- Maintain knowledge of competitors to better differentiate and uniquely position VMware solutions

- Build sales force capabilities through effective knowledge transfer in area of specialization, share best practices, and drive creation of customer references

- Participate in the sales enablement of our partner community, as well as, work closely with desktop virtualization partners to develop joint solutions in target use cases

Requirements:

- BS/BA or equivalent; MS/MBA preferred

- 10+ years experience in a business development and/or senior IT management position (Director or VP level)

- Successful candidate must have demonstrable and relevant knowledge or experience of the Desktop or Application Virtualization marketplace

- Experience in driving and leading IT Strategy including: Desktop/Client application solution architecture, IT compliance/governance, and process improvement

- Successful selling of desktop/application projects to lines of business either as internal IT leader or as vendor

- Thorough understanding of IT budgeting processes and industry specific IT practices

- Experience measuring business impact of IT projects

- Proven track record of developing and delivering successful IT transformation projects

- Experience working with C-level constituencies

- Effective influence & negotiation skills

- Strong persuasive skills and ability to influence decision maker

- A willingness to travel (up to 50%)

Location: Warszawa, Poland
Is this a remote or multiple location position? No
Requisition Number: 30686BR

Job Segments: BPO, Business Development, Business Process, Cloud, Consulting, Management, MBA, Operations, Pre-Sales, Sales, Sales Operations, Solution Architect, Technology, Virtualization

kurbanovica@vmware.com