• Application Deadline:
• Position: Senior Commercial Territory Executive, West Africa


• Job Type Full Time , Remote


• Qualification BA/BSc/HND


• Experience


• Location Abuja


• Job Field Sales / Marketing / Retail / Business Development 
  

Req ID: R2211021

Category: Sales, Field Sales

Subcategory: Field Sales

Experience: Business Leadership

Job Description

• The Territory Executive (TE) is an exciting senior sales position responsible for developing and closing large, “strategic sales” opportunities within West Africa, a region of the sub Saharan Africa Commercial Business sales territory. While also ensuring a high level of run-rate business.


• The TE’s mission is to solidify existing customer accounts and elevate VMware to be a more strategic partner in the customer’s business. The TE will be fully responsible for selling the complete VMware solution, products and services into large C2 accounts.


• There will be a revenue quota for the territory – as such, the Territory Executive will be expected to develop, build and manage a virtual team associated with the defined territory.


• This would typically include the C1 Territory Account Executive (who is responsible for a limited set of focus customer accounts), Partner Business Manager (PBM), Sales Specialists, pooled Solution Engineers, and Marketing.


• The TE will therefore be expected to implement a plan to achieve both large deals and run-rate goals. This plan will include maximizing sales and alignment coverage, partner mapping and PBM engagement – as well as identifying the routes to market for the strategic sales opportunities within the territory.

Main Duties

• Own and exceed the Commercial Business revenue quota, including strategic deals. This includes accurately forecasting sales within the territory. Provide forecasting and updated account/opportunity detail in Salesforce.com


• Engage directly with the end customer during the sales cycle. Understanding and establishing relationships with key contacts within the customers and relevant partners


• Able to sell VMware solution as a ‘platform’ within an account and change the role that IT plays within that account from being considered a ‘cost burden’ to a strategic deployment


• Match the VMware solution to the customer’s business needs, challenges, and technical requirements


• Execute solution selling to existing customer base and new prospects


• Manage complex enterprise sales campaigns while managing a diverse set of partners within the same accounts

Requirements

• Solid industry background with strong industry experience in IT infrastructure or software sales; proven track record of over achieving sales goals


• Expertise in channel and direct sales


• Strong acumen for detailing the business benefits of the sometimes quite technical VMware solutions


• Ability to work as part of an extended team


• Ability to articulate complex technical ideas and strategies


• Adept in managing multiple opportunities simultaneously


• Ability to articulate and evangelize the vision and positioning of both the company and products, and secure long-term commitments


• Skilled in thinking strategically and tactically


• Ability to forecast opportunities accurately


• Ability to drive revenue growth via channels at aggressive rates


• Great relationship skills, tenacity, resilience and inter-personal skills


• Strong knowledge of consultative selling that gets results


• High energy, motivated self-starter


• Excellent written and verbal communication skills, in local languages(s) and English, including the ability to effectively present to both technical and executive audiences


• Focus on results with ability to follow through


• Good attention to detail