Sales analyst responsible for structuring and executing the sales cycle for a growing health startup. Involves direct contact with leadership and significant impact on business growth.
About the role
- Sales Specialist developing and executing VMware sales strategy in Toronto. Working with VMWare and AWS teams to achieve revenue targets and drive sales pursuits.
Responsibilities
- Develop and execute a detailed sales strategy and territory plan focused on achieving aggressive revenue targets for the assigned VMware solution portfolio (e.g., VCF, Tanzu, NSX)
- Partner closely with VMWare Solution Architect, collaborate with VMWare licensing and commercial specialists
- Drive complex, large-scale sales pursuits from initial qualification to close, including solution presentation, proposal development, TCO/ROI analysis, and contract negotiation
- Work closely with AWS Teams including Solution Architects, Licensing specialists, etc.
- Proactively prospect and qualify new opportunities, leveraging demand generation campaigns, partner channels, and strategic account mapping
- Serve as the definitive sales SME for the specific VMware solutions, articulating their technical features, business benefits, and competitive differentiators against alternatives (e.g., public cloud services, competing vendor solutions)
- Partner with Solutions Engineers to manage technical proofs-of-concept and deliver customized demonstration
Requirements
- 5+ years of successful, quota-carrying sales experience in enterprise software or IT infrastructure
- Proven technical and commercial understanding of core VMware products (e.g., vSphere, vCenter) and specific specialized solutions (e.g., NSX, vSAN, VCF, Tanzu)
- Demonstrated history of consistently meeting or exceeding annual sales quotas for high-value technology solutions
- Expertise in value-based and solution-oriented selling, capable of articulating complex ROI and TCO models
- Excellent written and verbal communication, presentation, and negotiation skills, particularly at the executive level
- Ability to travel as needed to client sites and corporate meetings
- Preferred Qualifications: Bachelor’s degree in Business, Computer Science, or a related field; Relevant VMware certifications (e.g., VSP - VMware Sales Professional, VTSP - VMware Technical Sales Professional); Experience selling solutions in a Hybrid Cloud or Multi-Cloud environment (e.g., VMC on AWS, Azure VMware Solution)
Benefits
- Competitive compensation package
- Retirement Savings Matching Program (RRSP)
- Partnership with Perkopolis Discounts
- Flexibility & Time Off
- Remote first work environment
- Flexible work hours & location
- Paid parental leave options
- Employer-paid health & dental premiums
- GreenShield+ Counselling Mental Health
- $500 in Health Care Spending Account annually
- Training reimbursement (e.g courses on Udemy, Coursera, a-cloud-guru etc.)
- Peer recognition rewards
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