Strategic Renewals Account Manager

Company: Dell Inc
Location: Austin
Posted on: May 3, 2021

Job Description:

Job Description

Strategic Renewals Account Manager

VMware

Business Summary

This new and fast-growing Strategic Renewals team is looking to add Strategic Renewals Account Managers who will run all contract renewals for VMware's top customers in the LATAM region. This is your opportunity to get in at the ground-level of a high impact and high visibility team while acting as the voice and face of VMware.

This role is critical to VMware as we help our customers find the right balance between private and public Cloud.

Job Description

The Strategic Renewals Account Manager reports directly to the Sr. Manager of Renewals and will be responsible for managing high value renewals across VMware's largest and most strategic customers. This person will also be responsible for managing a portion of VMware's SaaS renewals. The purpose is to drive high retention rates across renewals in addition to leveraging the renewal event to increase the net new license attach rate by cross selling and upselling VMware's emerging technologies and adding new services. This person will be required to work with cross functional departments such as license sales, global support, PSO to ensure alignment and to drive increased customer success and adoption. Success will come from forging strategic relationships with field sales and educating the field on how a renewal event can drive a net new Enterprise Agreement for VMware.

Required Skills

• 3-10 years' experience in a quota carrying sales role managing large deal negotiations.
• Extensive experience negotiating multi-million-dollar deals (Renewals or Net New) with extremely complex terms, conditions, price pressures and considerations.
• Proven success in coordination within an internal set of multi-functional teams such as Systems Engineers, Inside/Outside Sales Reps, Field Marketing, Professional Services, Account Executives and Channel Management to ensure target quotas are achieved and exceeded.
• Ability to independently make good decisions in the spirit of the strategic direction of the organization independently.
• Ability to travel 20% of the time

Desired Skills

• Customer success experience in the SaaS industry
• Ability to interact, compile and summarize various data sources and proactively work with both our Field account executives and customers with strategic product and service discussions.
• Operational discipline and efficiency with previous experience building cross organizational relationships.

Category : Sales

Subcategory: Inside Sales

Experience: Manager and Professional

Full Time/ Part Time: Full Time

Posted Date: 2021-04-26

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. Job ID: R2107804

Keywords: Dell Inc, Austin , Strategic Renewals Account Manager, Other , Austin, Texas