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Job Description

Job Description

Why will you enjoy this new opportunity?
Be a part of our Carbon Black Sales Organization! We serve as true business partners to our customers. If you are passionate about cyber-security and driving digital transformation, we have a top-of-the-line technology stack that will allow for you to create those experiences within your designated territory ecosystem. You will create relationships with prospects to identify, and develop new and expanding revenue for small to medium size prospects and customers. Have the opportunity to work for a friendly and inclusive sales team that fosters continuous career development and pathing opportunities. We have best-of-breed onboarding, led by our very own SDRs, SDR managers, and SBU enablement team to ensure you will be taught everything you need to know to have a fruitful career in sales. Whether you're looking to learn from the best or be the best, the VMware SBU sales team is dedicated to furthering personal development and team success.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

• You will be the frontline voice of VMWare Carbon Black; understanding our customer's and prospect's challenges and business needs
• Research accounts and prospects, identify key players, generate interest, and schedule meetings to further understand how we can help customers/prospects achieve business needs
• Collaborate with our sales team, partner team and sales engineering team
• Learn the tools necessary to be successful ex. Salesforce, ZoomInfo, Linkedin Sales Navigator, Zoom Meeting, product whiteboards and pitches
• Promote, develop and maintain in-depth knowledge of VMware products and services, industry trends, and competition
• Understand how to successfully manage and overcome prospect objections
• Consistently meet and exceed KPIs and quota (meeting creation and opportunity generation)

Within the first year, you will:

• Have a solid grasp of VMware Security tools and procedures.
• Be proficient in prospecting, generating meetings and meaningful sales opportunities
• Build and nurture relationships with sales teams, engineering teams, and channel/partner community
• Deliver consistently against the quota

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• A persistent, self-starter with a track record of success
• Credible follow-up and cold calling to multiple executive levels within an organization are a plus
• Pre-call planning, outbound, and proactive cold calling is an advantage
• Opportunity qualification and objection handling
• Time and territory management
• Accurate data entry and management of leads/opportunities/pipeline in a CRM system
• A team player with the ability to work in a high-energy sales team environment
• Excellent phone, listening, and writing skills
• Ability to multi-task and operate successfully in a rapidly changing environment
• Comfortable discussing technology with both customers and partners

What is the leadership like for this role? What is the structure and culture of the team like?

You will be part of, and report to the Carbon Black Sales Development team. You will be joining a team of 25+ sales development representatives, reporting directly to a Sales Development Manager who roles under the Global Sales Development Director and larger Carbon Black sales organization team.

Where is this role located?
Flexible: The role is considered flexible and will be a mix of working from the Denver 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 are the benefits and perks of working at VMware?
You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com.

• Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
• Generous Time Off Programs
• 40 hours of paid time to volunteer in your community
• Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities
• Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
• Wellness reimbursement and online fitness and wellbeing classes

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

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.

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