End user Sales Engineer

This role offers a pivotal position that allows you to have a significant impact on your customer’s experience & success. You will be at the core of a sales team’s strategy and a member of an innovative and game changing company. Diversity and passion are key and provide a unique human & employee experience at VMware.

If you like challenges and are a self-starter with a true passion for technologies & customer outcomes, then this job is for you!

At VMware, we strongly support and believe in our people, their imagination, ingenuity, and talent that knows no limits. You will be part of an international team that deeply values execution, passion, integrity, customers, and community.

As a Client Solution Architect, you’ll find no similar two days! You will interact externally with customers from different lines of business across a variety of industries having a multitude of different requirements. Internally you will work with colleagues across the business, from salespeople to professional services delivery experts to highly skilled presales engineers and your peers. Your creativity coupled with active listening and analytical skills will be key to positioning, scoping and selling the best suite of customer success services helping our customers achieving desired business outcomes and maximizing VMware’s solutions values.

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

The primary objective of a Client Solution Architect is the discovery of customer’s transformation needs that extends to day 1 / day 2, identifying matching services and develop transformational plans. This includes building trusted relationships with customers at various levels and supporting VMware’s sales activities. Positioning, articulating and linking to clients desired outcomes the value of VMware’s comprehensive services, sits at the heart of your role. You will work to design, develop, and articulate a package of Professional Services suite that help our customer’s meeting their objectives, maximizing the values from their investment, as well as increasing VMware solutions adoption and churn reduction.

• During your first 30 days you will integrate with the EMEA Client Solution Architect community & learn how the Professional Services team functions and operates to deliver high quality and effective services proposals to our customers.  You will meet the wider VMware team building relationships and start leveraging your knowledge and ideas in building solid approaches and bringing customers success.
• After 90 days you will function as a core member of your regional Client Solutions Architect team, transitioning to become a trusted advisor both internally to sales teams and externally to VMware customers.  You will create customer facing deliverables describing services proposals, digital transformation roadmaps and “to-be” digital architectures, helping them achieving successful business outcomes.
• From this point onwards, you will aim in solidifying your technical and soft skills via extensive and vast learning platforms brought to you by VMware, not only limited to its products and services, but covering lot of industry new trends. You will also be expected to share your knowledge and skillset across CSA communities and peers in VMware via junior CSA’s mentoring, best practices sharing, and articles / knowledge base drafting. Additionally, you will get in touch with different VMware business units brainstorming tools and processes improvement and reflect field feedback to R&D
• You will also be working on solving complex customer business requirements and large outcomes driven transformation design and proposals. You will be expected to use your problem-solving and technical superior capabilities in creating outcomes driven base multi-dimensional solutions and long-term digital transformation roadmaps

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

• You will be working directly with customers to actively listen, understand, challenge, and help to understand their business requirements
• Mapping VMware services to the customer’s desired business outcomes normally as part of a VMware team. You should be able to think past products and tailor end-to-end services solutions
• In order to build effective services for a wide range of customers you will apply your knowledge in one or more of the following areas –  Multi-Cloud, Application Modernisation, Anywhere Workforce and Cyber Security.
• You will be proposing services that not only deliver technical change but also take into consideration people and process.
• You will present, communicate, and validate your proposed solutions to our account teams and our customers using presentations, whiteboarding sessions, workshops, proposals, etc.
• You will support sales teams in building commercial proposals by developing sound and quantifiable technical solutions and content
• You will ensure a smooth handover to our services delivery team providing alignment between sales and delivery to assure customer satisfaction.
• You will act a as a key contributor to account strategy and planning aligning this with business unit strategies.
• You will support and mentor other members of the team as appropriate
• You will provide feedback to Professional Services Engineering regarding current service offerings along with generating new ideas for new offerings based on your knowledge from discussions with customers
• You will be involved in industry events such as VMworld that help promote awareness of VMware’s services
• You will be supported in setting up and achieving personal development goals
• You will be coached and helped to author blogs, technical articles, and white papers
• You will be expected to travel an average of 30% of the time across EMEA as the business requires