Strategic Account Executive, EUC by Broadcom (California)

Palo Alto, CA, United States

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Job Description

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

The Broadcom End-User Computing Division empowers employees to do their best work from anywhere, through smart, seamless, and secure experiences. As digital workspaces continue to evolve, we are designing and engineering VMware Anywhere Workspace, a holistic platform built on our industry-leading solutions for virtual apps, desktops, unified endpoint management and security.

Our platform enables us to deliver upon our Autonomous Workspace vision, the next evolution of our offering that leverages data and artificial intelligence, to create workspaces that are self-configuring, self-healing, and self-securing. Together, our work is enabling organizations to optimize both employee experience and security, while modernizing IT and lowering operational risk.

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 organization. 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. VMware provides the solution!

We are seeking an experienced and results-driven End-User Computing Account Executive to join our team. As an End-User Computing Account Executive, you will be responsible for closing larger strategic business opportunities while maintaining sustained transaction sales growth. You will be expected to focus on leading the EUC sales execution process. Your responsibilities include but not limited to the following: prospecting, order management, deal progression, and closing strategic high-value deals in collaboration with a vast eco-system of Channel Partners, internal stakeholders and Customer Success teams. This is a challenging and dynamic role that requires exceptional

sales skills, strategic thinking, and the ability to thrive in a fast-paced environment.

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

30 days: Complete onboarding and comprehensive understanding of our end-user computing products and solutions and begin prospecting and identifying potential strategic business opportunities.

60 days: You will have reviewed key account plans with the extended teams and have met your top 10 customers while reaching out to the others.

90 days: You will have the fundamentals of being able to pitch and demo the elements of the portfolio. You will have enabled your transactional channel for volume business and closed on simple use cases contributing top line growth to the business.

180 days: You are consistently meeting or exceeding quarterly sales targets and revenue goals. Actively identifying and developing larger strategic business opportunities. You are partnering with Customer Success to drive customer adoption, value realization and new opportunity creation to identify new use-cases and ensure high levels of customer satisfaction. Actively contribute to sales and marketing initiatives to promote our End-User computing solutions.

360 days: Closing multiple strategic business opportunities, contributing to significant revenue growth while playing a key role in expanding market share and increasing customer adoption of our end-user computing solutions. You will continue to provide valuable feedback to internal teams to drive product enhancements and improvements.

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

Strategically selling the End User Computing (WorkspaceOne and Horizon) portfolio of products and services within a list of assigned enterprise accounts.

Develop and execute sales strategies to achieve revenue targets and drive business growth in the end-user computing market.

Identify and qualify leads, engaging with potential customers to understand their requirements, and effectively communicate the value proposition of our end-user computing solutions.

Lead with internal teams, including Pre-Sales Solution Engineers, Partners, Marketing, Professional Services and Customer Success, to identify and develop strategic business opportunities and increase customer spending.

Build and maintain strong relationships with key stakeholders, influencers, and decision-makers at client organizations.

Conduct product demonstrations, presentations, and negotiations to facilitate the sales process and close deals.

Effectively manage the sales pipeline, ensuring accurate forecasting for Annual Recurring Revenue, license, professional services, and support revenue and reporting of sales activities.

Stay updated on industry trends, market conditions, and competitive landscape to drive innovation and maintain a competitive edge.

Remote: This role will interface with customer accounts in Southern California or Northern California. Estimated Travel 50% local travel within assigned territory.

For US based candidates, the annual pay range (OTE for commissioned roles; Salary for other roles) for this position is: $222,000 - $400,000. The actual offer will be based on the role, location, and individual candidate experience. Bonus, commission, and/or equity may be eligible for this position. VMware offers comprehensive benefits including, but not limited to: medical, dental, and vision plans, company paid holidays, paid sick leave, and vacation time. Additional benefits for this position can be found at https://benefits.vmware.com/. Your talent advisor can share more about the specific salary range for your preferred location during the hiring process.

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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