Carbon Black Federal Account Executive DOD ( Air Force) - Opportunity for Working Remotely at VMware

| Greater Boston Area | Remote
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Job Description

Job Description

VMware Carbon Black, a game changing leader in our space, is hiring a Federal Field Sales Representative who will be responsible for identifying, developing, and closing new business and expanding market share with a focus on DoD Accounts. This is a career changing opportunity, a pivotal role in driving our company’s expansion in the region with lots of visibility. Think you’re up for the challenge?
 

What you’ll do

  • Develop and execute account strategy for Federal accounts and opportunities
  • Develop GTM demand creation strategy for your respective Federal Territory
  • Qualify and understand target prospects security priorities and provide compelling, differentiated association to Carbon Black by VMware solutions.
  • Qualify customer security use cases and associated work flow.  Align Carbon Black innovation to customer use cases allowing prospect to understand Cb value proposition.
  • Establish relationships with key decision makers, typically at the CIO and CSO level
  • Leverage account knowledge and market intelligence to drive actions that generate sales outcomes.
  • Exceed pipeline creation, booking and revenue quota targets
  • Track, forecast, co-ordinate and report on sales opportunities
  • Establish and manage relationships with key channel partners such as Resellers and FSI’s
  • Co-ordinate local strategic marketing activities tied to the business's goals.
  • Develop, Implement and Optimize Strategy for partnering with select Federal Systems Integrators
  • Coordinate and Lead Key U.S. Federal program capture strategies to and through select U.S. Federal Systems Integrators in conjunction with VMW Federal team.
  • Fully conceptualize and evangelize Carbon Black value proposition to prospects, VAR, OEM, FSI, Security ecosystem and be the lead strategist for partnering to maximize customer success through the Federal channel.
  • Develop repeatable process to Recruit, Qualify, Validate, Grow and Retain key VAR contribution for Carbon Black Federal sales team.
  • While you’ll own your business goals, you are part of a cohesive Federal Field Sales team comprised of reps who are empowered to think big while retaining the highest level of integrity, share best practices, and are true partners focused on achieving one common goal


Job criteria and Required Skills:

  • This position will perform work that the U.S. government has specified can only be performed by a U.S. citizen on U.S. soil, and therefore any offer will be contingent upon verification of both of these requirements 
  • Reside in Washington, D.C Metro Area preferred
  • Active Secret or TS clearance required
  • 7-10 years of sales experience selling software security solutions to Federal agencies aligning to U.S. Federal Cyber mission imperatives.
  • Demonstrated history of exceeding booking and revenue targets
  • Proven experience developing relationships with senior executives
  • Demonstrated track record of selling endpoint Cyber security cloud solutions to U.S. Federal government.
  • Significant and relevant Cloud Service Provider SaaS solution delivery to U.S. Government
  • Knowledge of FedRAMP CSP program and associated controls and data governance
  • Demonstrable success communicating Cyber value proposition to Government CXO’s in a manner reflective of the target prospects KPI’s and compliance drivers
  • Experience with DoD Endpoint Cyber Programs and or DHS CDM program w/past success capturing large Cyber wins through these programs.
  • BA/BS or equivalent combination of education and experience
  •  

Why you should join us
Carbon Black, a VMware company, is a leading provider of next-generation endpoint security, leveraging breakthrough prevention technology to instantly see and stop cyber attacks before they execute. With more than 13 million endpoints under management, and more than 4000 customers—including 30 of the Fortune 100—the opportunities are massive and exciting. With 1000+ employees, offices across the world, and the best-of-the best tools for collaboration from anywhere, now is an ideal time to become part of the CB Team.

 

Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2020-12-29

Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: 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.
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • C++Languages
    • JavaLanguages
    • JavascriptLanguages
    • PerlLanguages
    • PythonLanguages
    • ScalaLanguages
    • HTMLLanguages
    • D3JSLibraries
    • ReactLibraries
    • AngularJSFrameworks
    • Node.jsFrameworks
    • MySQLDatabases
    • Google AnalyticsAnalytics
    • OptimizelyAnalytics
    • IllustratorDesign
    • PhotoshopDesign
    • SketchDesign
    • AsanaManagement
    • ConfluenceManagement
    • JIRAManagement
    • Microsoft ProjectManagement
    • WordpressCMS
    • SalesforceCRM
    • MarketoLead Gen

Location

Waltham HQ - 1100 Winter Street, Waltham Boston Location - 201 South Street, Boston

An Insider's view of VMware

What does career growth look like on your team?

We consider the Sales Development Representative Program an important first step in building out the foundation of a future leader. Whatever your first steps are at Carbon Black won’t be your last. Our program isn’t just about getting SDRs to be a good quota carrying rep; it’s also about helping them develop the next best step in their careers.

Susan

Director, Corporate Sales

How do you make yourself accessible to the rest of the team?

My leadership style is all about empowering my teams. I work in a way that is transparent and honest and want to help people achieve personal and professional goals. I want to foster technical abilities and make sure our people are keeping up with the leading edge technologies.

Tarun

VP of Engineering & Operations

What are some social events your company does?

Our culture club, Life at CB, focuses on a range of events. From company parties, employee communities, and sports leagues to philanthropy and learning and development, there's a ton of ways we get together and grow.

Ashley

Sr. Talent Brand Ambassador

What are VMware Perks + Benefits

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Mean gender pay gap below 10%
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
In our Waltham HQ location.
Team workouts
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Employee Stock Purchase Plan
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
For our Waltham HQ
Recreational Clubs
Relocation Assistance
For some roles, we will offer relocation assistance.
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Time allotted for learning
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