Territory Account Manager

**Territory Account Manager Austria East**

**The Elevator Pitch: Why will you enjoy this new opportunity?**

If you love building relationships with a multitude of organizations on many levels and seeing how technology can help them transform their businesses for the benefit of society, this Territory Account Manager with our Commercial Sales team will allow you to do just that. You will bring passion, drive and a genuine customer first approach to help our customers achieve their digital transformation goals.

VMware is one of the most recognizable brands in IT software and helps 98% of Fortune 500 companies build, run, and secure their digital infrastructure. More than 8000 customers in Austria are testimony of our success. Your efforts will strengthen VMware’s reputation not only has a provider of essential software but as a critical business partner for how they unlock their technology vision moving forward.

You will work with the key players in several Austrian leading mid-market companies and hidden champions in the Vienna, Lower Austria and Styrian markets. Each of them will bring a variety of challenges and opportunities, demanding all of your skills and experience to engage across stakeholders and business processes.

**Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?**
- You will be managing customer opportunities from day one, in collaboration with your virtual team of solution and product specialists and be expected to enhance and sustain a pipeline of business across customer accounts, leveraging the full breadth of the VMware solutions portfolio (Apps, Cloud, Networking, Workspace, Security).
- Making an impact early at VMware relies on 3 core elements. Establishing relationships with colleagues, customers, and partners; building solid knowledge and understanding of our technologies; and navigating the sales processes and best practices within our teams.
- By the end of your first 12 months at VMware you should be seeing a successful continuation and closing of present-day opportunities with your customers, a solid growth of projects in your pipeline, and a significant presence and impact with both your customers and the colleagues with whom you work.
**The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**:

- A Territory Account Manager in core midmarket business has typically 30-40 customers, across multiple industries, ranging from manufacturing to service industries, retail to healthcare and transportation organizations. You will be sharing your deep expertise of optimizing complex software solutions across theses industry with your customers.
- Successful Territory Account Managers maximize their time with customers and partners, engaging in their business and exploring ways in which VMware and our ecosystem can deliver solutions to our clients. You will set a regular cadence for engagement with a range of stakeholders, including quarterly reviews and executive briefings.
- You will cover a breath of stakeholders from department managers in IT up to top-level executives.
- Your territory plans will establish a foundation of intelligence and insight for both short-term tactical sales opportunities as well as long-term strategic success. Excellent written and verbal communication skills and an overall consultative approach will set you apart from competitors.
- You will seek to build deep understanding of the various customers landscapes through great discovery activities and in building robust roadmaps for sustainable customer partnerships. The VMware way of selling incorporates several technical, financial, and value-based tools as well as a tight network of partners that all account managers are expected to master and leverage to the fullest.
- Internally, you will work with specialists from across each of our technology areas to identify and develop value-based solutions for your customers. You will be expected to deliver high standards of customer account management practice including opportunity management, pipeline development, channel management and performance reporting.
- As part of a team your contribution is key to sharing best practice and building industry wide success stories for the wider business to learn and leverage.
**What is the leadership like for this role? What is the structure and culture of the team like?**

The hiring manager for the Territory Account Manager is Peter Trawnicek. As the country manager for Austria he is responsible for the development and growth of the VMware business in Austria.

The team is Austria based and headquartered in Vienna, regularly connecting each week for team engagement, pipeline development, project calls, 1:1 coaching and learning sessions.

**What are the benefits and perks of working at VMware?**
- Employee Stock Purchase Plan
- Medical Coverage, Retirement, and Parental Leave Plans