Strategic Account Executive, EUC by Broadcom – Ottawa (Federal Government)

at  VMware

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Job Description
Strategic Account Executive, EUC by Broadcom – Ottawa (Federal Government)
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 Canada team. As an End-User Computing Account Executive, you will be responsible for closing larger strategic business opportunities while maintaining sustained transaction sales growth with a select number of Federal Canada-based customers.
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 federal enterprise accounts in Ottawa.
• 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 federal customer accounts in the Greater Ottawa region. Estimated Travel 50% local travel within assigned territory.
This job requisition is not eligible for employment-based immigration sponsorship by Broadcom.
Broadcom is an equal opportunity employer. Broadcom is firmly committed to providing equal employment opportunity for all employees and applicants without regard to race, color, sex, gender, gender identity, gender expression, sexual orientation, religious creed, national origin, age, physical disability, mental disability, medical condition, pregnancy, genetic information, ancestry, marital status, military or veteran status, union membership, political affiliation, or other bases protected by applicable federal, state, or local law. Broadcom will not discharge or in any other manner discriminate against any employee or applicant because they have inquired about, discussed, or disclosed their own compensation or the compensation of another employee or applicant. Broadcom will consider for employment all qualified applicants with criminal histories in a manner consistent with applicable law.
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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 federal enterprise accounts in Ottawa.
• 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