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Renewals Sales Representative Atlanta, GA

Renewals Sales Representative Atlanta, GA

Renewals Sales Representative Atlanta, GA

Atlanta, GA 30328

Job details

Job Type


The Elevator Pitch: Why will you enjoy this new opportunity?

As part of the Revenue Lifecycle Management organization, you will have a direct impact to VMware’s bottom line. Renewal Sales make up roughly a third of our annual revenue – they, and our dedicated team, are both an integral part to the success of the business.

In addition, you will become part of a team that supports renewals inherited as part of VMware’s Mergers & Acquisitions efforts. It’s up to us to transform the process into something sustainable and successful. If you like a challenge, this is definitely the right opportunity for you.

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

  • Build your personal brand and learn the structures and policies
  • Within the first 30 days, you will be expected to onboard and build your understanding of the processes
  • Within the first 60 days, you will be expected to grow your understanding of all renewable CloudHealth products and show your technical aptitude to master sales tools and systems
  • At 90 days, you will need to demonstrate and orchestrate territory coverage through effective collaboration with cross-functional departments such as Customer Success Managers, Renewal Sales Operations, and CloudHealth Partners to ensure alignment and to drive increased customer success and adoption
  • Showcase the ability to make good decisions in the spirit of the strategic direction of the organization
  • Within 180 days you will need to demonstrate that you can become a highly trusted individual who maintains and expects high standards
  • Lead and navigate renewal discussions directly with customers and CloudHealth partners
  • Effectively manage sales territory to achieve In Quarter Renewal Rate target as well as quota

What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

  • Collaborate with both internal and external customers: CloudHealth Customer Success Managers (CSMs), VMware Field Account Executives, Renewal Sales Operations, Deal Management, Legal, Finance, CloudHealth Partners, End Users, etc.
  • Utilize sales tools and systems to prepare and validate high value renewal proposals
  • Negotiate CloudHealth Direct Customer deals with complex terms, conditions, price pressures, and considerations for the CloudHealth suite of products
  • Provide accurate weekly forecast to Leadership and Renewal Sales Operations
  • Coordinate with CSMs on a Save Plan for At Risk customers to avoid churn

What is the leadership like for this role? What is the structure and culture of the team like?

In this role, you will be reporting to Charlotte Kilroy, Manager of Renewal Sales. She has 13+ years of professional experience in the Technology industry. Her last 8 years have been with VMware, 7 of which she’s dedicated to becoming a Renewals Subject Matter Expert. Charlotte encourages independent thought and a creative problem-solving approach when completing day-to-day tasks. She pushes her employees to challenge themselves to achieve unexpected levels of success.

Charlotte manages a team of nine Renewal Sales Representatives. It is a unique group because they oversee renewal business transitioned from various VMware Mergers & Acquisitions and Routes to Market. For CloudHealth, there are four teammates covering the Americas. The team culture is very open, welcoming, and collaborative.

Where is this role located?

A majority of the team is based in the Greater Atlanta Area. Most team members are within driving distance to the Atlanta office. While an Atlanta resident would be ideal, there is flexibility for this to be a remote opportunity.

What are the benefits and perks of working at VMware?

You will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting

  • Employee Stock Purchase Plan
  • Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
  • Generous Time Off Programs
  • 40 hours of paid time to volunteer in your community
  • Rethink's Neurodiversity program to support parents raising ren with learning or behavior challenges, or developmental disabilities
  • Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
  • An annual $1K Wellbeing Allowance for Physical, Emotional, Financial, or Community needs
  • Online fitness and wellbeing classes
  • Cell phone and Internet reimbursement

This job may require the candidate to comply with travel restrictions and/or work from a facility that requires full vaccination prior to entry.

Category :
Subcategory: Inside Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2022-03-02

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at

Equal Employment Opportunity Statement: 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.

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• Post ID: 21456488

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