Senior Solution Engineer, SLED - Opportunity for Working Remotely
Company: VMware
Location: Colorado Springs
Posted on: June 20, 2022
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Job Description:
**Why will you enjoy this new opportunity?**
The world is changing fast! VMware is uniquely positioned to unlock
opportunities for people and our planet. We provide the digital
foundation for transforming business innovation. This is why you
will love being a member of our leading customer-centric team and
share in the success of an industry pioneering company that
embraces EPIC2 values. Our 350,000 enterprise and business
customers (which includes 98% of Fortune 500) rely on VMware to
make their digital transformation possible.
As a Sr. Solution Engineer (SE), you will collaborate with your
peer Account Executive (AE) and various Sales Specialists to
generate pipeline and grow transformational deals across a set of
State, Local Gov't and Higher Education, (SLED) accounts. You
will:
+ Be responsible for owning a cross-solution architecture that
optimizes the value of the VMware portfolio to address customers'
business issues and further their strategic goals.
+ Work in partnership with your AE to manage the business in your
assigned territory(ies)
+ Manage the technical relationships and take ownership for the
technical aspects of the sales cycle, essentially becoming the
account 'CTO'
+ Drive innovation and collaboration across technical experts and
the extended team.
+ Define the technical vision in your accounts, and guide the
customer to their desired business outcomes
+ Leverage the technical expertise of the entire partner ecosystem
to identify, develop, design, accelerate, and innovate
We aspire to guide and support our customers through
transformational change, so they can offer best-in-class customer
experiences.
As you join VMware, you will be part of a team that defines how to
run the business and operations in a multi-cloud world. The new
multi-cloud business strategies need to allow customers to
capitalize on the unique capabilities and innovative technologies
offered from a variety of cloud vendors. How exciting, to
strategize and architect solutions that provide customers with the
flexibility to move workloads among clouds in ways that optimize
efficiency, cost and compliance. Be part of the team that helps
customers build meaningful and citizen-centric solutions. Bring
your ideas into the fold and become part of the trusted team
responsible for accelerating innovation in an unpredictable
world.
**Success in the Role: What are the performance outcomes over the
first 6-12 months you will work toward completing?**
+ **Execution:** The role of the SE requires a 'CTO' mindset that
acts as a technical lead and a business partner to the AE, who
together define the strategy and territory plan for their SLED
accounts. You will own the discovery of their cloud adoption their
application modernization and cloud operating model. Once you have
this understanding, you will educate them on our exciting solutions
that can address their challenges while offering innovative
solutions to step them into their future state. It will require
effort and teamwork, but you will lean into key on-going
relationships to foster buy-in at multiple levels on their future
state architecture. Ultimately, the core team is accountable for
positioning the entire VMware portfolio. This is a consultative
role, and you will evolve the roadmap with an overlay team of
technical specialists, as you guide your customer to their best
solution.
+ **Passion** : As an SE, you enjoy building deep, consultative
relationships with your customers, and effectively becoming a
trusted advisor. You understand the customer's high-level business
objectives, and map these to industry best practices leveraging
VMware solutions to take the customer on their transformation
journey. We look for someone who embraces a growth mindset, is
passionate about learning and loves sharing the technical
advancements of VMware, with our customers. As the SE, you
confidently lead high-level technology discussions to a variety of
audiences and identifies appropriate resources to further
workstreams.
+ **Integrity:** You establish ethical working relationships with
VMware specialist teams, sales leadership, professional services,
leading VARs, Channel partners and Cloud/Hosting Partners. You will
also develop and nurture relationships across the VMware community
and contribute to a respectful and diverse culture of
accountability.
+ **Customer:** Customer-centric behaviors are essential for the SE
to build deep, consultative relationships focused on listening and
understanding challenges, to find simple solutions. Building trust
with your customers is the foundation for success at VMware. You
must learn to think like your customers and speak their language.
You will earn or lose their trust in each action you take or
dismiss. This obsession with your customer will define their
relationship with you.
+ **Community:** As a Solution Engineer, you are best when you use
the power of community to learn, share best practices and innovate
new solutions. That is why you embrace a community of peers,
broader customer groups and industry forums to connect with and
share ideas. For example, you can participate in the established
VMware User Group that engages in many technical community
activities. Each year, as we host VMworld, our annual conference,
you can tap into the top leading engineers around innovation in
everything from modern applications to multi-cloud. VMware is also
committed to making a global impact by offering our own VMware
Foundation with various donation match programs to give you the
chance to make an impact in your community in a variety of ways.
These are all options to make a difference in the circle of
communities you choose.
**The Work: What type of work will you be doing? What assignments,
requirements, or skills will you be performing on a regular
basis?**
+ Leveraging a consultative approach you will listen, discover,
research and learn all about your customers and the territory you
and your AE, support. You will partner to create a GTM sales
approach for the territory to exceed your quota every quarter.
+ Providing technical knowledge and industry trends you will help
customers understand how VMware can solve their business challenges
and meet their business goals. Working with the extended team, you
will document a customer current state and develop an iterative
future state architecture to guide the customer through their
multi-cloud transformation journey.
+ Developing and nurturing trusted relationships within the
territory, both internally and externally you build of forum of
ideas and technical exchange with your customers. The territory
will be comprised of state and higher education accounts where
VMware will be emphasizing cloud consumption and app modernization
to deliver best-in-class experiences to citizens and students.
+ Learning continuously across technology pillars with a focus on
your chosen specialization, you will complete training plans, and
focused workshops. Leveraging the newly acquired knowledge, you
will impart that into your designs and develop new use cases to
position and sell solutions across the full VMware portfolio that
deliver your customer's business goals.
+ Coordinating with the multi-functional teams you will execute
your territory business plans. You will collaborate across your
team matrix and drive accounts plans, leaning on your field teams
which includes Sales Specialists, Solution Specialists, Partner
Business Managers, Field Marketing, Professional Services, and
Technical Account Managers and Partners and Resellers.
+ Understanding the sales process, pipeline tracking, and your
agreed upon sales goals, you will meet with your supporting teams
weekly to ensure activities in your customer accounts are tracking
to your KPIs and goals.
+ As with most sales positions during Covid, we have been able to
use technology to work remotely and maintain our customer
relationships. It is hard to predict the future, but as travel
resumes, we will need the SE to be in territory to meet with their
customers. Travel is around 25% and is mostly regional with
occasional overnights for customer meetings, summits, and
conferences.
**What is the leadership like for this role? What is the structure
and culture of the team like?**
As an SE, you are an influential leader, and you have a voice to
provide input and ask for assistance as a representative of your
customers. You are the technical leader for your customer and the
internal VMware extended technical team. You orchestrate and
connect the resources accordingly and serve the best interest of
the customer and their business.
Your peer SEs team spans the Pac/NW along with Texas and the
surrounding states representing a breath of expertise and world
class talent. The team collaborates well, works together to solve
problems and help each other as needed. They are goal-oriented,
enjoy sharing in their successes and leverage their networks to
help each other resolve challenges. Our team is enabled to innovate
and win together by helping navigate the unknown and lead the way
to the cloud.
The current manager is a highly energetic and inspiring leader that
believes in developing teams, coaching people to success and
communicates regularly with employees in weekly 1:1 sessions and
team meetings.
**Where is this role located?**
Denver, New Mexico, Wyoming and El Paso: Although the role is
considered flexible, this role will be a mix of working from home
and travel depending on the current COVID situation and customers
open to meetings. Your preferences in working with your CE will
determine arrangements over time. You will be expected to live in
the territory you are assigned to. Since this is sales, we have a
reasonable expectation that you will visit customers as needed and
you will work with your hiring manager to determine the frequency
based on the current health status
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.
+ Employee Stock Purchase Plan
+ 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
FOR COLORADO-BASED CANDIDATES:
The hiring range for this position is typically $192,000.00-
$288,000.00. Actual offer will be based on the individual
candidate. Bonus, commission, and/or equity may be eligible for
this position. Additional benefits for this position can be found
at https://benefits.vmware.com/ . *Note: Disclosure of Colorado pay
and benefits required per sb19-968.
This job may require the candidate to travel and/or work from a
facility that requires full vaccination prior to entry.
**Category :** Sales
**Subcategory:** Systems Engineering
**Experience:** Manager and Professional
**Full Time/ Part Time:** Full Time
**Posted Date:** 2022-05-17
VMware Company Overview: At VMware, we believe that software has
the power to unlock new opportunities for people and our planet. We
look beyond the barriers of compromise to engineer new ways to make
technologies work together seamlessly. Our cloud, mobility, and
security software form a flexible, consistent digital foundation
for securely delivering the apps, services and experiences that are
transforming business innovation around the globe. At the core of
what we do are our people who deeply value execution, passion,
integrity, customers, and community. Shape what's possible today at
http://careers.vmware.com.
Equal Employment Opportunity Statement: 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.
Keywords: VMware, Colorado Springs , Senior Solution Engineer, SLED - Opportunity for Working Remotely, Engineering , Colorado Springs, Colorado
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