VMware Americas EUC Competitive Strategist in Palo Alto, California

An Americas EUC Competitive Strategist plays a crucial role at VMware helping to evangelize, position and help sell EUC Solutions in our most competitive markets. This is a customer-facing senior level sales position leading and/or coaching sales teams in competitive sales. As a Sales Expert, your position requires expertise in selling a Business Solution related to platform, products, and technology throughout the sales life-cycle. The Competitive Sales Strategist is also responsible for Identifying VMware’s most competitive markets, finding trends to create a sales execution playbook that includes competitive positioning, pricing/packaging, effective solutions and routes-to-market to scale. The Competitive Sales Strategist must be capable of discussing both business and technical issues at the “C”, VP or Director Level with the Customer end-user or partner or both.

In addition to executing a Competitive Sales Strategy, you will be responsible for maintaining an active portfolio of customer engagements across the commercial vertical in all regions. This position requires ability to work efficiently and cross-teams with the EUC and Core Reps, PSO, Business Unit, and SEs to facilitate competitive take-outs, EUC product adoption and continually ensure customer success. Ideal candidate for the position is a Seasoned Sales Executive, exceptional in working with large complex customers using existing competitive technology. Can quickly identify winning patterns and create repeatable play books to be leveraged across our sales and partner teams. Experience with a wide range of enterprise software, creative pricing proposals to incentivize and excite customers to adopt our portfolio, and challenging the customer’s status quo is required.

* This position can be based anywhere in the US as long as you are open to travel. *


  • 10+ years of Account Executive experience in Commercial and volume sales with demonstrated knowledge of many market verticals, buying trends, market triggers, business issues.

  • Confidence and track record of success in a Challenging Customer based sale. Ability to remove incumbents and urge customers to move beyond status-quo for the benefit of their Business Issues.

  • Ability to work in a fast pace environment demonstrating autonomy in conforming to strategic intent while adhering to team values at all times

  • Confidence in working in matrix organization - either lead competitive sales pursuits, and/or coach sales teams in executing competitive strategies

  • Collaborative and enjoy working in a tight knit, team-oriented organization

  • Ability to build and maintain customer relationships and accelerate sales opportunities through thought leadership.

  • Capable of translating complex, Business, Technical, and Organizational concepts into easily understood terms

  • Process-oriented and can systematically work through customer requirements

  • Able to translate a CIO and LOB business Issues into a variety of software solutions and use cases

  • Expert in Software Defined Data Center Stack, Desktop/Application virtualization and end user computing concepts

  • Demonstrate high level of knowledge of End User Computing Competitive Market, Solutions, product offerings, pricing/packaging and Trends

  • Demonstrated project leadership experience

  • Ability to travel throughout US

VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.