Enterprise Sales Specialist, Hybrid Cloud (VMware on AWS)

Last updated an hour ago
Job Type:Full Time

VMware and AWS announced a strategic partnership that brings the two leaders in Enterprise IT together to deliver a vSphere-based cloud service running on AWS. This service will make it easier for customers to run any application, using a set of familiar software and tools, in a consistent hybrid cloud environment.

Amazon Services is seeking an experienced Sales Specialist for our VMware Cloud on AWS Team. The Sales Specialist will develop and manage a pipeline of high value opportunities by executing customer focused campaigns to identify compelling events and use cases that will help our customers adopt hybrid cloud and take advantage of cloud economics and native cloud services.

Specifically, this person will be responsible for owning the day to day execution of the sales strategy, identifying and building relationships with key influencers and decision-makers within the executive teams of our customers (a focus on enterprise accounts) in a specific geography, along with internal stakeholders and cross-functional teams to create and present compelling VMware Cloud based solutions that meet and exceed customer requirements. This person will also work closely with our partner ecosystem to drive customer adoption and service integration with AWS services.

Key Responsibilities:
  • Accountable for bringing new customers and their production workloads onto the VMware Cloud on AWS platform, and ensuring that the customers’ needs are met or exceeded.
  • Driving revenue and growing market share in defined territory
  • Develop an enterprise account solution strategy at all levels – business units to C-suite
  • Develop and execute against a comprehensive account/territory plan
  • Accelerate customer adoption of the VMware Cloud on AWS platform
  • Identification and prioritization of opportunities in the field, managing approximately 15 customer opportunities at any one time
  • Being the trusted sales leader for VMware Cloud on AWS opportunities across the specific districts.
  • Working with AWS/VMware sales, pre-sales to drive alignment and knowledge of each Cloud solution and technologies to facilitate broad sales growth in assigned region
  • Working and partnering with regional leadership to ensure a flow of qualified opportunities
  • Leveraging our strategic alliance team and alliance partners effectively
  • Effective pipeline creation, management and forecasting for the regions, and owning updates on progress to Region leadership


  • 7+ years of successful relationship sales experience, with experience in public or hybrid cloud environment. Experience with VMware or selling AWS services a plus.
  • Demonstrated success in exceeding revenue-based targets using a consultative, solutions-focused approach is required.
  • Ability to prioritise and qualify the best customer opportunities to meet the goals of the role: New customers migrating production workloads to VMware Cloud on AWS
  • Prepare and present formal proposals to executive levels of organizations
  • Prepare formal proposals in response to RFPs
  • Consult with customers to assess their business needs at high level
  • Lead negotiations, coordinate complex decision-making process, and overcome objections to closure
  • Knowledge of cloud economics: TCO and commercial models, their cost structure and value drivers; make‑buy analysis
  • Relevant real‑life experience with hybrid cloud solutions (workload-defined private and public clouds)
  • Functional understanding of key technologies and trends in the cloud domain; containerization, software defined technology, hybrid cloud operating models, etc.
  • A well-documented, solid and successful sales career having generated results from a subject matter specialist or business development roles
  • Comfortable with 1-2 weeks of travel per month across the assigned districts
  • 7+ years of work experience with progressive responsibility in business development, strategic partnerships, alliances or solution sales
  • Experience in leading and influencing cross-functional teams with value-led propositions
  • Excellent communication, interpersonal, presentation, and demonstrated analytical skills
  • Experience selling new services into new markets is strongly desired.
  • Fluent in Japanese and English, written and spoken.


  • Entrepreneurial & Commercial thinking: ambitious, self-driven, go-getter, risk-taker, persuader and influencer, persistent, action oriented, change driver, opinionated (“my business!”)
  • Customer Focus - We see our customers' business through their eyes in order to provide solutions that uniquely satisfy each customer's needs
  • Solutions-focused: curious, positive, collaborative, converts issues into possibilities
  • Consultative skills: establish credibility; explore requirements; plan in view of interests, ambitions and possibilities; handshake engagement;
  • Organizational awareness: establish power-base mapping to sensibly act and plan in accordance
  • Superior presentation/communication skills: purposeful structure, crisp content (less is more), actionable delivery
• Maintains good rapport and demonstrates leadership and teamwork in cross-functional teams.