Channel Account Manager, Security Sales – DELL at VMware Carbon Black

| Greater Boston Area
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Job Description

We’re seeking a Chanel Account Manager to oversee sales of Security solution thru the DELL RTM, providing sales oversight and maximize sales engagement with Dell EMC.  This role will focus on ensuring cross-functional success by driving the Security Business Unit bookings and revenue growth. Prior managerial experience requested as this individual will coordinate a team of sales reps, technical specialists and insider reps to drive sales of VMware security solutions thru Dell RTM.

Members of the Security Business Unit Channel Team assist with driving the Security Business Unit’s booking and revenue growth and are the ‘eyes and ears’ of the Security Business Unit. We exude passion and energy balanced with professionalism and a consultative, knowledgeable approach. We expect every member of the channel team to:

  • Aggressively help sales establish qualified pipeline
  • Manage DELL like your own business while working as a team with your peers and DELL
  • Organize and align DELL marketing plans
  • Communicate effectively
  • Project professionalism and dedication to customer success
  • Know our products, the benefits they offer and how we fit in the security ecosystem
  • Accurately forecast and capture details in internal systems and reporting
  • Operate with the highest ethical standards
  • Make decisions based upon the following interests : 1) Customer 2) Security Business Unit 3) Self

 

What You’ll Do

 

  • Exceed booking, revenue and pipeline quota targets
  • Drive incremental revenue opportunities with DELL, responsible for advancing and converting pipeline
  • Track, forecast, co-ordinate and report on sales opportunities.
  • Facilitate relationships between the Security Business Unit field sales team and the key partner sales and technical teams to ensure that account mapping is completed and joint account plans developed.
  • Jointly develop account plans and review monthly against agreed targets.
  • Contribute & participate in QBR and MBR sessions with DELL, VMWARE and Security BU teams outlining execution improvement opportunities as well as action plans and owners
  • Manage demonstration, POCs and evaluation activities with the help of the Systems Engineering team
  • Travel across multiple DELL offices in the geos (~40% travel) in order to build, convert and close pursuits 
  • Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com

 

What You’ll Bring

 

  • 5+ years sales management experience with strong connectivity to DELL
  • 5+ years’ experience selling software security and/or infrastructure products to corporate enterprises
  • Demonstrated history of exceeding booking and revenue targets
  • Comfortable engaging at the senior executive level
  • Highly effective presentation and closing skills
  • Strong time management, organizational and decision-making skills
  • Ability to work independently and as part of a team
  • Dynamic, high-energy self-starter
  • Possess the drive to succeed and to participate in the growth of an exciting, fast-paced Security Business Unit
  • BA/BS or equivalent combination of education and experience
  • Fluent in English with excellent spoken and written skills, additional languages highly desirable
 

Category : Sales
Subcategory: Partner Programs
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2020-05-14



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
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    • PerlLanguages
    • PythonLanguages
    • ScalaLanguages
    • HTMLLanguages
    • D3JSLibraries
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    • MySQLDatabases
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    • 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 Carbon Black

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 Carbon Black 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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