About the Company
The world is changing fast! Corporations, governments, schools, hospitals are all feeling immense pressure to offer work from anywhere options. These organizations face tremendous challenges to transform their respective IT organizations. They are in need of IT infrastructure that lets employees and customers access applications from anywhere, any device, on any cloud, all while ensuring best in class end-to-end security. Omnissa provides the solution!
Omnissa, formerly VMware End-User Computing (EUC), allows users to access enterprise applications and data from any device, anywhere, using virtual desktop infrastructure (VDI). Omnissa can support a variety of devices, including tablets, smartphones, PCs, and thin-client terminals, and can be accessed from either the enterprise's premises or the public cloud. Omnissa devices can be owned by the enterprise or provided by the user through a bring-your-own-device (BYOD) policy. As a company, we are highly driven to maximizing value for our customers. To do this, we work collaboratively, build trust, drive efficiency, and foster inclusiveness, all with the goal of driving shared success for us and those we serve. We are a global organization, made up of 4,000+ employees worldwide, and we are continuously building our team. Please review this description below and we encourage you to apply!
About the Culture:
We operate on a shared ownership mentality – meaning everyone on our team has a stake in our success
We work collaboratively to achieve our shared vision and strategy
We are guided by our 5 Core Values: Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value
The Elevator Pitch: Why will you enjoy this new opportunity?
Working with the Strategic Renewals team, you will connect with and be supported by your peers and colleagues daily. As an individual, you will have responsibility for contributing to our continued success and be a key player within the Renewals function. You will feel at home working collaboratively with many different teams. You will be introduced to many new concepts and technologies which will further expand your learnings. Teamwork is very important and at the forefront of the Team. 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 EUC Division.
Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?
- Build your personal brand and learn the structures and policies
- Within the first 30 days, you will be expected to onboard and build your understanding of the processes
- Within the first 90 days, you will be expected to grow your technical understanding of all key products and show your technical aptitude to master sales tools and systems
- You will need to demonstrate and orchestrate territory coverage through effective collaboration with cross-functional departments such as license sales, global support, PSO and Channel Partners to ensure alignment and to drive increased customer success and adoption
- You will need to demonstrate the ability to make good decisions in the spirit of the strategic direction of the organization
- Within 180 days you will need to demonstrate that you can become a highly trusted individual who maintains and expects high standards
The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
Your regular activities will include some of the following but will also evolve over time:
- Collaboration with multiple stakeholders
- Preparation and validation of high-value renewal contracts
- Negotiating deals with complex terms, conditions, price pressures, and considerations
- You will also be accountable for driving high-value and volume transactional renewals to consolidate within a New Enterprise License agreement. 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
- Internal/Customer negotiations
- Customer Health Checks
- Install base investigation and validation
- Forecasting on a weekly basis
Job Role And Responsibilities
The Strategic Renewals Account Manager will be responsible for managing high value renewals across EUC Division customers. This person will also be responsible for managing a portion of EUC products and services 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 EUC technologies and adding new services. 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 EUC Division.
Required Skills
- 3+ years of validated sales experience and/or customer success/renewals experience
- Extensive experience negotiating multi-million-dollar deals (Renewals or Net new) with extremely complex terms, conditions, price pressures and considerations.
- Significant experience in a quota carrying sales role with proven achievement.
- Customer Success / Support / Advocacy experience is key given the different types of data and discussions this person will be engaged in with the customer
- History of coordination within an internal set of multi-functional teams such as Systems Engineers, Inside Reps, Field Marketing, Professional Services, Account Executives and Channel Management to ensure target quotas are achieved and exceeded
Preferred Skills
- Customer success experience in the SaaS industry
- Ability to interact, compile and summarize various data sources and 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
- Ability to make good decisions in the spirit of the strategic direction of the organization independently
- Highly trusted individual who maintains and expect high standards for self and team
- Japanese skill to cover customer in Japan
