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Careers in Sales


Strategic Renewals Account Manager

今すぐ応募する 採用情報 ID R1913941 掲載日 Oct. 17, 2019

Job Description

Title: Strategic Renewals Account Manager

Language: Japanese & English

Location: Tokyo

As a Strategic Renewals Account Manager (SRAM), you are responsible for managing high value and complex License renewals agreement across VMware’s largest and most strategic customers.

You will be responsible for driving high retention rates across renewals in addition to leveraging the renewal event to increase the net new license attach rate by cross sell and upsell VMware’s emerging technologies and adding new services.

The SRAM will be required to work with cross functional departments such as license sales, global support org & Revenue to ensure alignment and to drive increased customer success and adoption.

Success will come from forging strategic relationships with field sales, using entitlement analytics and deployment assessment to enable and accelerate the sales process and educating the field on how a renewal event can drive a net new Enterprise Agreement for VMware. negotiating deals and being the escalation point for field sales team is also required.

We are looking for a dynamic individual to manage the Japan region who will answer customer inquiries, identify opportunities and help the facilitation of closing deals. You will be empowered to negotiate renewals and ELAs (Enterprise License Agreements) to protect the Install Base and to ensure we get the best deal for the customer and VMware.

What You’ll Do -  Main Responsibilities

  • Drive high retention rates for Enterprise renewals
  • Increase the net new license attach rate by cross sell and upsell VMware’s emerging technologies
  • Software license compliance – Ensure customers are aligned with the terms and condition of its VMWare software agreement(s), through deployment assessment and entitlement research
  • Forge strategic relationships with field sales including educating the field sales team on how renewal events can influence net new sales for VMware.

What You Need To Succeed (Basic Qualifications)

  • Minimum 5 years of proven experience in a quota currying sales roles with demonstrated achievement.
  • Ability to negotiate complex terms, conditions, price pressures and considerations.
  • Ability to understand renewals Opportunities data & compile, proactively work with both VMware field account executives and customers to achieve on time renewals of VMware Support and subscription.
  • Ability to work in a dynamic and fast-paced environment.
  • Ability to work as a team and also self-starter who takes initiative and works with limited direction.

Additional Requirements (Preferred Qualifications)

  • Experience in renewal Sales, or related field
  • Exceptional communication skills (English written and verbal)
  • Demonstrated excellence in conceptual thinking, analytical and problem-solving skills.
  • Ability to rapidly assess a problem, define options, evaluate and execute to address critical business issues.
  • Attention to detail, a commitment to quality and be result driven and customer focused.
  • Ability to travel 30% of the time.






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  • Sales, 東京都, 東京都, 日本削除
  • Sales/Field, 東京都, 東京都, 日本削除