Enterprise Account Manager

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

If you love building deep relationships with customers and seeing how technology can help them transform their business, this Senior Enterprise Account Manager position will allow you to do that with our Enterprise team. You will bring passion, drive and a genuine customer first approach to help our enterprise 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. 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 on some of the largest enterprise businesses in Belgium. Each customer 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, and be expected to build 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.
- You will work on some of the largest enterprise businesses in Belgium. Each customer will bring a variety of challenges and opportunities, your primary purpose will be to identify how VMware solutions can solve those challenges and increase the customers adoption and consumption of the software every month.
- By the end of your first 12 months at VMware you should be seeing 3x growth of pipeline, increase in monthly occurring revenue per customer, 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 Senior Enterprise Account Manager has typically 4-8 Large Enterprise customers. You will be sharing your deep expertise of optimizing complex software solutions in this industry with customers.

Successful Senior Account Managers maximize their time with customers, engaging in their business and exploring ways in which VMware can deliver solutions. You will set a regular cadence for engagement with the range of stakeholders, including quarterly reviews and executive briefings. You will cover a breath of stakeholders from department managers up to the c-suite executives.
- Your individual customer account 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 customer landscape 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 that all account managers are expected to master and leverage to the full.
- 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 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 this role is the Country Manager & Director of Belgium & Luxembourg, Olivier Struye. He successfully leads the VMware Business in the region.

Olivier has been with VMware for 14+ years and brings a coaching-led management style, built on his experience of leading and developing teams to build sustainable customer relationships. He holds a deep philosophy for customer curiosity, relentless energy, and team contribution.

**Where is the role located?**

This role is located remotely within Belgium. The role is considered flexible and will be a mix of working from a local VMware office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable commute of the office.

**What ar