Sales

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.

Global Accounts

The VMware Global Account Program currently contains approximately fifty premier accounts managed by a team of senior Global Account Managers (GAM). The objective of the program is to establish a significant footprint in the largest and most influential corporations world-wide in an accelerated timeframe. This is being accomplished by the use of highly focused and very experienced account management teams, dedicated marketing, engineering resources, and substantial executive level commitment.

Enterprise Accounts

The Enterprise Account Teams are made up of either a Strategic Account Manager (SAM) or an Enterprise Account Manager (EAM). Within this market segment the sales executive is responsible for a coordinated sales approach with VMware’s internal and external sales team. This extended team is driven to a common goal within a set number of named Fortune 2000 accounts. The mission of this group is to solidify existing customer accounts and elevate VMware to a more strategic partner in the customer’s business. Our solution set is viewed as a ‘platform’ within an account and changes the role that IT plays within that account from being considered a cost burden to a strategic deployment.

Commercial Accounts

The Commercial Account team is managed by the Territory Manager (TM.) The commercial team manages a specific geographic area vs a named account list. The commercial segment is a 100% partner sales fulfilled role. The Territory Manager’s primary role is to maximize sales in the assigned commercial market territory through leveraging the partner sales community. The primary focus is aimed at sales opportunities versus accounts and is achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions.

Sales Engineering

The VMware Pre-Sales Engineer (SE) plays a critical role in building and sustaining customer relationships while driving the adoption of VMware solutions to surpassing our revenue goals. The SE works very closely with sales teams to build long-term business relationships within assigned accounts. The SE is a high impact, very visible role responsible for ensuring pervasive enterprise adoption of VMware software and solutions, and closing enterprise transactions within assigned accounts

Inside Sales

The inside sales team is aligned to our sales regions and is an overall support system for the field sales organization. The Inside Sales Representative (ISR) is responsible for all duties from prospecting to closing accounts with the field sales executive that they support. They work to prospect, generate and follow up on assigned marketing leads. The ISR works closely and is a leveraged selling arm for the direct field sales representatives that they are assigned to.

Partner/Channel Sales

The Partner sales team is aligned to the sales organization and is responsible for managing and growing our partner ecosystem. The Partner Business Manager (PBM) shares responsibility in driving revenue goals within the territory. VMware has many types of partners: OEMs, VARs, Distributors, National Resellers, and Technology Partners etc. The PBM works to map VMware’s sales executives to the partner’s accounts in order to accelerate and drive the sales process. The PBM will work with the assigned partner to enable the partner by facilitating and providing training, developing joint go to market strategies and creating marketing plans and events.

Emerging Markets

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.