VMware Inside Sales Representative - Sydney in Sydney, Australia

About Us

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. We enable people and organizations by radically simplifying IT through software virtualization with a focus on three core missions: End-User Computing (EUC), Hybrid Cloud and Software-Defined Data Center (SDDC). Join our community – instigators of innovation and transformers of technology – as we envision and create what’s next in IT. Get connected to an engine of opportunity fueled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT. With 13,000+ employees and 50+ locations worldwide, we are passionately driven to make an impact while contributing back to the community. Learn more at vmware.com/careers today!

Job Overview

As an Inside Sales Rep (ISR), you will be responsible for developing pipeline and closing business in conjunction with an assigned COMMERCIAL Field Facing Rep within a large portfolio of specified customers.

The key to this role is to maintain a relationship with each of the assigned customers and the assigned COMMERCIAL Field Facing Rep and using both territory account plans, judgment and guidelines determine how to best leverage the external VMware Channel community to provide coverage and drive sales across a large number of customers.

Using consultative sales skills you will uncover the customer’s business issues either through the Partner itself, Partner sales team or through contacting customer stakeholders and develop an account plan to address them by working in partnership with the COMMERCIAL Field Facing Rep to ultimately achieving set targets.


  • Build pipeline in assigned Territory ensuring the healthy balance of sales stage maturity required to consistently deliver in the current quarter and the longer term.

  • Prepare and update twice a year a detailed Territory Plan which outlines the Go to Market plan, which engages the partner community and product opportunity mix. Based on complexity and strategic elements select a minority subset of accounts you will lead with the support of the Channel and the majority subset that will be led by a Partner with support from you.

  • Work closely with the Partner Business Managers to ensure that the transactional run rate business within your assigned Territory is being driven by the relevant partners.

  • Utilise Value Selling sales methodology including VMware sales tools and process as amended from time to time, to communicate, report, track and manage sales opportunities.

  • Understand the customer’s buying process and provide accurate and current forecast and opportunity detail in SalesForce.Com (vmstar).

  • Act as a co-ordination point of internal resources interacting with the account including marketing, technical consultants, specialists, professional services, Education etc to ensure maximum revenue and customer satisfaction.

Experience Required

  • Min 2-4 years experience in an technology Inside Sales position or similar Sales phone based position

  • Experience working in a matrixed organization

  • Proven ability to engage at multiple levels in mid market/SME accounts within IT and the business for the purposes of solution selling, establishing peer relationships and articulating VMware strategic vision.

  • Ideally have experience operating in a Channel SI/SO driven sales environment

  • Proven track record of achieving business objectives including revenue goals, in a highly competitive environment, working with commercial clients

  • Be passionate about Sales and technology

  • Be enthusiastic, have high energy and a fun character to add to our great team culture

  • Be driven to succeed and grow within our business.

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.