The VMware Sales Academy is a unique training program designed to fast track new graduates into a successful career in Sales. Connect with Inside Sales Associate and University College Cork graduate, Shane Tobin, and get his unique perspective on how he is empowered to shape his career success in Sales through the community at VMware.
Role: Inside Sales Associate UK & Ireland
VMware Office Location: Cork, Ireland
Fill in the blank: Dare to become different
Pursuing a Career in Sales
One of the main reasons that I decided to pursue a career in Sales was because it was different than what everyone else in my university program was pursuing. Many of my classmates were interested in careers as consultants, analysts, or developers. I knew that I wanted a career that would challenge me daily, and a career in Sales seemed like the perfect opportunity.
In 2015, I participated in the VMware Sales Academy, a six-month placement program that allowed me to shadow members of the Inside Sales team. As a Technical Support Engineer, I had the opportunity to improve my communications and business skills with customers. I love speaking with customers over the phone, so this experience solidified my decision to pursue a career in Sales.
The reason I chose VMware is very simple. I loved working for the company as an intern. There are endless opportunities to work on the latest cutting edge technology, and the culture is unlike anything I’ve ever experienced. Everyone working in the company is so friendly and welcoming. Whenever you need assistance, there is someone willing to help you out.
VMware always wants its employees to succeed and move on to their next career goal. This is very important to me, as I want to continue my career progression and move into a Field Sales Role. I currently have a 90-day plan in place with my manager that will help me gain the necessary skills to become a Territory Executive. Not only that, I am currently working on an 18-month plan with my manager and sales coach that will allow me to continue my career progression into a Field Sales role. This is the kind of support you receive at VMware. Once you explain to your manager what you would like to do they will work with you to create a plan of action on how to help you succeed.
A Day in the Life at VMware
So a typical day for me as an Inside Sales Associate involves a number of different responsibilities and duties. I currently manage all the lead generation opportunities that are less than €30k for general business in the UK for both the South and Midlands territories. My day-to-day activities include calling leads and holding calls with customers and partners from C-level executives to IT Managers. They are always willing to have a conversation with me as they love dealing with VMware due to the many benefits and capabilities our technology has given them over the years.
One of the most memorable achievements for me so far was the day I closed my first deal. This was an opportunity I managed from beginning to end. It was a great feeling when the order came in and I will always remember it. It was very exciting to know that the deal that I had closed would have a direct impact on VMware.
Another memorable milestone for me was when I finished in the number one spot in the assessments for the Sales Academy. At the end of training, we took part in numerous assessments, which tested the skills that we learned over the training period. I was very proud when I was told that I finished in the top spot.
Advice for New Grads Looking to Break into a Career in Sales
The best advice that I could give to anyone looking to break into a career in Sales is to just go for it. This is a job where the harder you work, the more successful you will be. I equate managing a sales territory to that of managing your own business. You will be responsible for making that territory successful, and the more work you put in, the more successful that territory and you will be. I know that people may think that what they are studying is not directly applicable, or that they themselves might not be a good match for Sales, but what I would say to people is that Sales is for everyone. The current graduate class is made up of people who have degrees in Marketing, Business, Commerce, and Information Systems. There are people who work in Sales with no business background. This is a career for people who want to work in a fast paced environment, enjoy being challenged, thrive on collaborating with people, and like being rewarded for working hard.
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