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VMware Sales Academy 2017 Spotlight Series – Leon de Jager

Name: Leon de Jager

Role: Inside Sales Associate

VMware Office Location: Cork

1. What inspired you to pursue a career in Technical Sales?

From a young age, I had the intrinsic drive to try and sell things. I’m talking about going house-to-house selling grapes from my garden or selling Pokémon cards when the Pokémon craze hit the schools. This naturally developed over time to a point where I wanted to make more complex sales, where you sit down with a customer and have a real discussion to define their needs and proceed from there.

I chose to work at VMware for to three main reasons: 1) I have the opportunity to master how to solution-sell, 2) VMware operates in the fast-changing industry that offers huge opportunities to grow, and 3) VMware is a market leader in the Information Technology industry.

Share a general overview of the structure of the VMware Sales Academy training program.

The VMware Sales Academy is a six-month training program hosted at VMware offices around the globe. The VMware Sales Academy European hub is at VMware’s office in Cork, Ireland. During the first two months of the program, you will get acclimated to Cork and get to know your co-workers. There will be teambuilding events and dinners in abundance, which help create a strong bond between all the new graduates participating in the program. You will also start to build a holistic understanding of the products and services that VMware has to offer, as well as how to communicate with VMware customers.

After the first two months in the program, you will start to have your first customer contact. In your role of Inside Sales Associate (ISA), you will have the opportunity to put the knowledge and training that you have gained over the previous two months into practice. The main aim is to get in conversations with customer leads to identify if VMware can offer any value to their organization. In the following four months, you will develop a sound skillset through a combination of training and practical experience building.

Six months into the program, you get assigned a territory and obtain the role of Inside Territory Executive. Over the next two years, you will start working towards a Field role in the country that you represent.

What has been your biggest takeaway from participating in VMware Sales Academy?Has ithelped kick-start your career post university? If so, please explain how.

The VMware Sales Academy has been extremely valuable in my personal and professional development. VMware does not hold back on offering you the right tools to become successful in your role. I have been privileged to sit together and talk with top executives, I have received professional Sales coaching, and I have had the opportunity to travel on international networking trips to highlight a few examples of these offerings. These benefits and opportunities have been invaluable. If I must name one main takeaway from all these experiences, it is to keep asking questions until you truly understand the business of your client.

Share a brief guideline of what to expect in the first six months in VMware.

In the first six months at VMware, expect to receive a lot of new information and to absorb a lot of new experiences. You will quickly build a network of friends and colleges that will make you feel comfortable. Aside from that, you can expect a mentor with whom you can ask a variety of questions. The work-life balance here is great, but do expect to work hard. The more effort you put into your work, the more it will pay off for you.

How has coming to work at VMware’s Cork, Ireland office helped prepare you for your role once you move back to the Netherlands? Please share some of the benefits of living in Cork, Ireland.

Before moving to Cork, I did not really know what to expect of the city. For me, the major reason to move to Cork was because of the huge investment VMware was making in my career. I have not regretted moving to Cork for a moment. Cork is a great place to live. The people here all are very open and friendly, and there is a vibrant nightlife that has the most amazing live bands. Cork is well renowned for its food, and as a foodie, I can vouch for this. Furthermore, due to the university and multinationals located here, the city is very alive and full of young people. All of this makes me feel welcome and at home, and that is why I believe living in Cork, Ireland is helping prepare me for living and working in the Netherlands upon my completion of the VMware Sales Academy program.

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VMware Sales Academy 2017 Spotlight Series – Remi Schipperus

Name: Remi Schipperus

Role: Systems Engineer

VMware Office Location: Cork

What inspired you to pursue a career in SE

I’ve always been interested in technology and helping people with technical problems. After working part-time in sales and finishing my Electrical Engineering Degree, I wanted to combine both my technical knowledge and the sales experience. Making the decision to enter the SE Sales Academy was easy because it combines both at a company that is on the edge of technology.

Share a general overview of the structure of the VMware Sales Academy training program.

The program contains a good structure to make sure you know VMware’s products. With enough fun activities and teambuilding, you also really get to know the team you are working with. With Hand-on-Labs you are able to play with the software and experiment with it. Besides getting to know the products, the Academy also trains you in sales and social skills, which benefits the rest of your professional career, as well as your personal life.

What has been your biggest takeaway from participating in the training program? Has it helped kick start your career post university? If so, please explain how.

The biggest takeaway from the program is really feeling comfortable speaking to customers and help them to see the value of the product. Doing whiteboards of the products and practicing them in front of the management, really helps you feeling confident speaking to future customers. The academy really kick starts your job at VMware.

A brief guideline of what to expect in the first 6 months in VMware.

The first 10 weeks are packed with hands-on-labs and online training to get the foundation of VMware’s products. It’s a great opportunity to get comfortable with the products. After this foundation, you will be guided into conversations with customers where you will be able to learn from your mentors. The program really enables you to grow into the role and be ready to go into the field.

How has coming to work at VMware’s Cork, Ireland office helped prepare you for your role once you move back to(The Netherlands)? Please share some of the benefits of living in Cork, Ireland with the students considering participating in the VMware Sales Academy.

The Cork Office is filled with lots of great talent to learn from. Because there a so many different colleagues and departments like Service and Sales, you can connect with the people which are going to be your backbone during the role. During this academy, you will be with many other participants on the program, which enables you to grow as a team and as a VMware employee. Besides from the great campus, Ireland also has a great culture to live. People are very kind and helpfully, which makes it a great country to live in.

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VMware Sales Academy 2017 Spotlight Series – Phillip Zissimou

Name: Phillip Zissimou

Role: Associate Technical Consultant (PSO NEMEA)

VMware Office Location: Staines London

What inspired you to pursue a career in PSO?

One of the main reasons I chose to pursue a career within the VMware Professional Services Organization, is due to the fact that the PSO delivery team have the opportunity to directly “touch” and deploy the exciting, innovative software products we have here at VMware. I felt that a role within the PSO delivery team would allow me to remain at the forefront of exciting SDDC and Cloud Computing technology advancements, while collaborating with a diverse group of customers to solve a range of real-world issues. The exciting projects that are undertaken by the Professional Services Organization guarantee a dynamic, high-energy and often high-pressure work environment, which I believed would be key to rapidly developing my technical skillset. However, I am also a fairly outgoing person and I enjoy communicating with customers and this is what really inspired me to pursue a customer-facing role within PSO, solving challenging real-world problem

Share with us a general overview of the structure of the VMware Sales Academy training program.

The VMware Sales Academy is a structured training program that takes place across multiple VMware sites around the world, to provide newly hired graduates with an understanding of the company and the services that we offer to our customers. The EMEA VSA is based at the VMware office in Cork, Ireland and this year the academy supported 20 graduates who were preparing for sales, pre-sales and PSO roles. The program is made up of 2 training paths (sales & technical), however both paths cross throughout the program allowing technical graduates to acquire some sales-based training and vice-versa.

The VMware Sales Academy program for the PSO role had a total duration of 10 weeks, which is significantly shorter than the program for both the sales and pre-sales roles (which is approximately 6 months). Towards the start of the program, all graduates shared the same path where we were given an introduction to VMware and the products/services that we provide to our customers. In order for this knowledge to resonate, we were asked to perform whiteboard presentations to demonstrate our understanding of each software product. Not only did these activities allow me to develop a deeper understanding of the VMware product family, the whiteboards also allowed me to build upon my confidence, presentation skills and overall professionalism. As part of the structured training program, we also had several days that were specifically tailored to enhance a range of our soft-skills and basic sales knowledge. This education was provided by an external trainer and some of these sessions were focused around improving: presentation skills, interpersonal skills and negotiation skills.

Several weeks into the program the training paths were divided, allowing the technical track to dive deeper into the technology and the sales track to enhance their marketing skills and gain some hands-on experience with customers. Being part of the technical track, I was able to play around with the software through lab environments, and then later partake in “Install Configure Manage” courses for each of the major products. These week-long courses provided me with a bottom-up overview for each of the technologies, allowing me to build upon the knowledge that I learnt through the high-level whiteboard presentations. Another major part of the VMware sales academy includes all of the great activities, team-building exercises and networking opportunities that you get to participate in along the way – oh and the free “swag” of course.

The VMware Sales Academy (VSA) this year not only accommodated Sales and SE’s but PSO as well, so the VSA training program had to be diverse to suit each role. PSO graduates not only received technical training but also had the opportunity to benefit from the Sales training program to develop their sales skills and vice versa. The program also focuses on developing our interpersonal skills, public speaking and presentation skills, which prepares fresh graduates to get in the work life easier. Most importantly the program’s structure made sure we had fun each step along the way from team building activities to a lot of networking events where you get to meet senior leadership team across organizational units and geographies within the company.

What has been your biggest takeaway from participating in the training program? Has it helped kick start your career post university? If so, please explain how.

Throughout my time at the VMware Sales Academy, I have had the opportunity to build-up and develop a foundation level knowledge of the core products that VMware offer, at my own pace and with the freedom to ask as many questions as I can think of along the way. This is something that would have been very difficult to achieve had the training occurred at my home territory, where my manager/mentor would have had limited availability. However, above all else, the VMware Sales Academy program has allowed me to develop my self-confidence and competence, while teaching me that anything is possible at VMware – providing you put the work in. I feel that the program has truly motivated me and as a result I am excited to get back to my home territory in Staines, London to continue my training and eventually start solving some interesting and challenging customer issues.

What should VSA 2018 graduates expect from the program in their first 6 months in VMware?

At the time of writing this blog, I have been part of VMware for around 2 months. Before joining the Sales Academy in July earlier this year I had no idea what to expect. However, in all honesty I can say that my time here has been incredible.

I found that there was a lot to learn during my first few weeks in Cork and some of the content was complex. However, to anyone thinking of joining the VSA I would say that the academy is a relaxed and nurturing environment and it is important to remember that everyone is starting at more or less the same level. Also, being situated at one of VMware’s largest sites globally comes with several huge benefits. During my time at the Cork site I had the opportunity to meet many interesting, unique people and even do some gardening with the EMEA leadership team, as part of VMware’s Service Learning program.

In terms of what to expect for the PSO consultant track after the 10 weeks, I will be returning to my home office in Staines to continue training that is more tailored towards my role as a consultant. This will involve working through another structured 10 week training program and also shadowing various projects in order to gain some real-world customer experience. I was surprised how fast my 10 weeks at the VSA passed and this is most likely down to the amazing people I met along the way who made my time in Ireland so fun and enjoyable. That being said, I am definitely excited to get back to my home office in Staines, London and continue my journey at VMware.

How has coming to work at VMware’s Cork, Ireland office helped prepare you for your role once you move back to London?

Before joining the VMware Sales Academy here in Cork, I was a little unsure of what to expect. I had never visited Ireland before, nor had I been away from home for so long. However, after spending 10 incredible weeks here I am both excited and a little sad to be leaving. While I am extremely anxious to get back to my home office in Staines, London to continue my training and begin shadowing, I am going to miss all of the unique and amazing people I met during my time at VSA. I found it extremely comforting to learn in such a relaxed and nurturing environment, where everyone is willing to help each other grow.

Not only did I gain an understanding of the industry that VMware operates in, but my time in Cork allowed me to network and meet people from the different business units within the organization. This has given me an insight as to how projects are undertaken at VMware, and how a PSO consultant like myself collaborate with various teams to deploy customer solutions. Being part of a community of graduates also meant that we had a lot of fun during our time in Ireland. As well as socializing and taking part in many fun team-building events, we spent several weekends exploring some amazing places like Killarney National Park and the Cliffs of Moher.

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Congratulations to the 2017 VMware Achieve Scholarship Winner Nupur Banerjee

It’s official. The winner of the first annual VMware Achieve Scholarship is Nupur Banerjee, a Junior Computer Science major from Harvey Mudd College. The Achieve scholarship was created to provide a female student studying Computer Science or Computer Engineering $10,000 USD towards tuition and fees. Our goal with this scholarship is to support and inspire the broader community of women in technology.

Nupur truly embodies everything VMware was looking for in the recipient of the scholarship. When we asked her to describe herself in three words, she responded with caring, passionate and committed. These traits were not only evident on her application, but also shined when we had the chance to meet her in person. Even though her Computer Science classes, extracurricular activities, and volunteer roles keep her quite busy, Nupur still finds time to feed her other passions. She enjoys swing dancing, volleyball, singing and even playing the guitar. Growing up in the Bay Area, Nupur was exposed to the tech industry early on, but has made sure not to ignore the other passions that make her who she is.

While Nupur was visiting our VMware headquarters, we had the opportunity to get to know her even better – let’s just say we continued to be impressed and amazed. Read through the Q&A below to get to know this year’s VMware Achieve Scholarship winner, Nupur Banerjee!

Q: You are currently enrolled at Harvey Mudd College. Why did you choose to go to school there? A: Harvey Mudd places value in learning, and not just in your specific field of study but rather a well-rounded approach to learning and education. A wide range of subjects are offered and encouraged to ensure students have a broad range of experience. The school genuinely wants students to make an impact on the world. The ability to explore multiple subject areas allows me to understand how different fields overlap. I feel like this will be important once I enter the professional workplace.

Q: Did you always know you wanted to study Computer Science? A: Actually, no. I initially thought I wanted to go to medical school. It was during my freshman year of high school that I realized this was not the path I wanted to take. With the encouragement of my parents, who are both in tech, I took a course in Computer Science and I was hooked.

Q: Who is your current role model? A: Sheryl Sandberg. She recognizes there is a problem with underrepresentation of women in tech and she is actively doing things to address the problem. She also pushes others to do more and inspired me personally to actively make a difference in my own life and the lives of other women pursuing tech

Q: Let’s say it’s graduation day. What’s next? A: I am currently thinking about what is the best next step for me. I toss around the idea of both grad school and going immediately into the workplace. If I had to say what I am leaning towards as of now, it would be entering the workplace and finding a role focusing on machine learning since that is my true passion. Ultimately, I just want to find a good fit and make the world a better place.

Q: What has been your personal experience as a woman pursuing a degree in Computer Science? A: Honestly at first, I did not notice any issues or problems. Then one day, my mom asked me how many girls were in my Computer Science class. When I started counting, I realized the answer was only 4. It was at that moment that I realized women really are underrepresented in Computer Science and tech, and I was motivated to get more girls to learn about these fields.

Q: You have many accolades. Can you tell us which one you are most proud of and why? A: Science Bus. This is a community outreach program where students from Harvey Mudd go to local elementary schools to teach STEM lessons. Many of the students we meet have parents who did not go to college and have very little exposure to STEM. I get to witness them realize the potential they have, which is very rewarding. One specific story that has stuck with me is when I asked the students to draw a picture of a scientist. All of them drew male figures in lab coats. By the end of the course, they were drawing themselves, their teachers, women, etc. They truly learned that anyone can have a STEM career!

Q: If you could give another female considering studying Computer Science a few words of wisdom, what would they be? A: I’d encourage them to try Computer Science with an open mind, and to do their best to surround themselves with people who encourage and support their professional interests and passions. Find a mentor or role model to learn from. In addition, try to be a mentor to someone else, regardless of where you are in your path, and do your best to reach out to other females in CS who are younger/less experienced, and share your experiences and advice.

Q: What motivated you to apply for the VMware Achieve Scholarship? A: When I first heard about the scholarship I did some research on VMware and realized the company does a lot for women in tech which aligns with my values and passions. By applying for the scholarship and hopefully winning, I hoped it would allow me to be a part of VMware’s diversity efforts. Also, school is expensive. To help with the financial burden, I work an on-campus job, however, this takes away from other volunteer and academic passions I could be pursuing.

Q: What did winning the VMware Achieve scholarship mean to you? A: Winning this scholarship gives me the opportunity to focus more on my volunteer activities, through my work with the Society of Women Engineers and Science Bus, and to focus less on the financial burden caused by school.

We want to congratulate Nupur on this wonderful accomplishment and we look forward to supporting her while she continues to impact those around her and pursue her dreams.

To Learn more about VMware Achieve and to be the first to know when applications open in 2018 visit here

Dare to Become Ena Zijadic

Name: Ena Zijadic

Role: Inside Sales Associate

VMware Office Location: Cork, Ireland

Journey to a Career in Sales
As cliché as it may sound, I have always loved jobs that allow me to interact with people. While there are a lot of jobs that require constant interaction with others, the one thing that I like about working in Sales is that it challenges me to find creative solutions for each of my tasks. I’m also kind of the CEO of my own job. I design my day-to-day tasks and the effort that I put in will for the most part determine how successful that I am in my role.

An Inside Look at the VMware Sales Academy in Europe

The VMware Sales Academy is a five to six-month training program hosted at VMware’s office in Cork, Ireland. At the beginning of the program, you will participate in trainings and receive an introduction to life at VMware. The training portion consists of sessions on VMware products and solutions, increasing your IT knowledge and learning Sales best practices. Each day is different, which is helpful as it is a great way to get settled into working in a corporate environment and living in a new city.

After the first month or two you will begin to move into an Inside Sales Associate (ISA) role. In this role, you will focus on contacting (potential) customers and qualifying whether or not they would be interested in an Inside Territory Executive following up with them. You will have to get into fairly in-depth conversations with customers to see if there are certain business issues that VMware’s solutions could solve. Once the training program is complete, you should plan to stay in the Inside Sales Associate role until you get assigned a territory and become an Inside Territory Executive. From there, the idea is to work towards a Field role in the country that you are assigned to represent. This traditionally occurs after about two years, but it depends on when there is an open role and you are ready for it.

Everything that I’m learning right now in Cork will be beneficial for my role once I get back to the Netherlands. My technical and IT know-how has expanded and I’ve strengthened how I conduct business conversations with customers. I’m finding out what my strengths and weaknesses are in a corporate environment, which allows me to focus in on what I do well in and the areas that I have an opportunity to improve upon. The great thing about starting my career in Sales is that I’m preparing for any next step that I take at VMware. This is because I’m learning a broad set of skills that are necessary for all positions. Overall, the VMware Sales Academy is a great step-by-step program that gets you prepared for a successful career in Sales. There are many opportunities to excel throughout the program, but you have to get out there and show a lot of initiative.

Dare to Explore Cork, Ireland

Having moved to Ireland without ever visiting the country, I was a bit worried that I would get bored. I can honestly say that has not been the case as everything that I need is within reach. A lot of young professionals and students live in Cork, so there is a great youthful environment. Whether you want to go out for dinner, grab drinks, or enjoy a sporting event; there are a variety of amenities to enjoy together with people your own age. I have also explored several of the amazing travel destinations that Ireland has to offer like Carrantuohill and a town nearby Cork called Kinsale.

VMware also made it extremely easy to relocate to Ireland. Not only did they cover a portion of my relocation costs, but they also offered temporary accommodation for my first month so that I could get settled in and find a place to live. There are also complementary buses that leave from the city centre to the office each day for employees, so I never have to worry about transport to work. While it has been a big step to move to a different country, the support that I have received from VMware has made my whole experience unforgettable.

Browse the latest VMware Sales Academy opportunities in Europe

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Dare to Become Simran Arora

Name: Simran Arora

Role: Graduate Systems Engineer

VMware Office Location: Cork, Ireland

Fill in the blank: Dare to become who you’ve always wanted to be.

Journey to a Career in Technical Sales

My interest to enter the IT (information technology) field was sparked by my appreciation of technology, understanding of its complexity, and the passion that I have for sharing the benefits of innovation to the broader community. I have always been keen to gain professional IT experience by learning more about the expansion of technology in the real world and how it is used in a customer driven environment. This is what first led me to pursue a career in technical sales as technical sales perfectly combines both my interest in technology and my ease of speaking with people.

An Inside Look at the VMware Sales Academy in Europe

The VMware Sales Academy (VSA) program is structured well and has clear logic that makes the VSA new graduate participants as efficient as possible. The training program helped us enhance our performance instead of just increasing our work competencies. We had a range of different trainings pre-planned for us before we joined VMware, which meant we knew exactly what we were supposed to be doing for the next 6-months on our very first day. The training was provided to us in a range of ways, which included; group discussion, PowerPoints, e-learning, individual research, role plays, problem solving, etc. Overall, the VMware Sales Academy has made the transition from university life to work life very easy.

Continuous Learning at VMware

Participating in the VMware Sales Academy has been an immense help for me as I’ve stepped into corporate life. I was very used to the laid-back life at university and the thought of entering the work force was terrifying. Having other new graduates by my side in the program made me realize that I was not the only one with these feelings. Not only did the program give me time to settle in at my own pace, but it also gave me achievable targets to work towards. I was always motivated to work harder and achieve my goals.

In terms of career, the VMware Sales Academy has given me a huge kick start towards a successful future because I now have both the soft skills and technical skills that I need to succeed in my role. Being able to learn at work and have access to the resources that are needed to be even better at my role is what the VMware Sales Academy is all about. It’s an opportunity for participants to understand who they are and what they really want to do in life. My biggest takeaway from joining the VMware Sales Academy is that being successful is more achievable than I thought, if I work hard enough.

What to Expect During your First Six Months at VMware

The first six months at VMware will probably be the quickest six months of your life. From settling into your new house to getting your own booth at work, it’ll all be very exciting. Month one is all about getting to know your colleagues and familiarizing yourself with the beautiful city of Cork. Month two and three consist of lots of training sessions, tasks associated with your job, as well as many company organized lunches, dinners, and events. By month four and five you’ll start to feel a lot more confident in yourself and the work that you do, and before you know it, it will be month six.

Thinking back, so much has happened for me over these last six months at work, like; building new friendships with colleagues from all over the world, going to a variety of company events, sitting through numerous presentations, learning about the latest VMware products, and then feeling confident enough to then do presentations on those products. When I first started, I was nervous and unsure of everything, but within my first week I felt so welcomed that all those negative feelings disappeared straight away. In a nutshell, I would say that nothing but the best is in store for you during your first six months at VMware because VMware will look after you and you’ll learn so much without even realizing.

Dare to Explore Cork, Ireland

When I first heard that the VMware Sales Academy takes place in Cork, Ireland, I was very afraid about leaving my home in the UK and moving to another country. The thought of starting a new job was scary enough, but moving to a brand new country, with all new people that I had never seen before was even more terrifying. However, after moving here and meeting everyone, I came to realize how wonderful Cork is. Aside from all the beautiful sights like Killarney National Park and Kinsale, the best thing about Cork are the people. They’re all genuinely really nice and polite. By being in the Cork office, I’ve had the advantage of being exposed to and learn from a variety of different roles and departments within VMware, something that I couldn’t have done back in UK. Also the amount of training that is available here like having access to hardware labs and being able to walk up and discuss work with product specialists has helped me feel more prepared for my role. I have truly enjoyed living in Cork and getting home is just one very short flight away. The thought of moving was frightening at first, but has been was well worth it. I’m really glad that I decided to be brave and move here because it has been an amazing experience.

Browse the latest VMware Sales Academy opportunities in Europe

Search the latest job opportunities for New Grads at VMware

Search the latest internship opportunities for students at VMware

Visit the VMware Careers Site to learn more about the VMware University Relations Program

Learn more about life at VMware:

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The National Collegiate Sales Competition: How a Community of Students is Transforming Customer Success

In just a few short days, my teammates and I will be heading off to Kennesaw, Georgia with one goal in mind – hire professional selling majors for the 2016 U.S. VMware Sales Academy at the National Collegiate Sales Competition (NCSC).

Based in the lively city of Austin, Texas, the VMware Sales Academy is a competitive 12-week training program designed to launch new graduates into a successful career in Information Technology Sales. From its inception in 2015, VMware has welcomed 24 students into the U.S. and U.K. divisions of the program. From one-on-one mentorship, to technical, product and sales training, to meaningful interactions with key Sales leaders, VMware Sales Academy participants leave the program with their own customer accounts and the necessary tools to highlight how VMware products can solve businesses’ toughest technology constraints.

It has been inspiring to see the growth of the 2015 U.S. VMware Sales Academy class. Each of its members took the leap to move to Austin post graduation to join our community. They have successfully navigated the transition from student-life to work-life, and are thriving in their new roles at VMware.

This year we have five Inside Sales Representative positions that we are looking to fill at the National Collegiate Sales Competition. We will be interviewing students on Saturday, April 2 and Sunday, April 3. Final hiring decisions will be shared with candidates at the conclusion of the competition on Monday, April 4.

I am thrilled to be heading back to Kennesaw later this week to meet our newest team members. Throughout the competition, I will be sharing real-time updates on the VMware University Relations Instagram and Twitter accounts. Be sure to follow along if you are interested in learning more about life at VMware or have a general question about our latest opportunities, as we would enjoy connecting with you. For questions about interview slots at #NCSC2016, email me at condonf@vmware.com.

Browse the latest VMware Sales Academy opportunities in Austin, Texas

Search the latest job opportunities for New Grads at VMware

Search the latest internship & Co-Op opportunities for students at VMware

Visit the VMware Careers Site to learn more about the VMware University Relations Program

Learn more about life at VMware:

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Daring to Launch a Career in Information Technology Sales

For Western Kentucky University graduate and 2015 VMware Sales Academy participant, Natalie Koppel, choosing an employer that would empower her to grow to her fullest potential was important. Continue reading to hear how daring to launch a career in Information Technology Sales at VMware has landed Natalie exactly where she wants to be. Natalie will also be sharing an inside look at life at VMware Austin on Tuesday, March 29 on the VMware University Instagram account.

Name: Natalie Koppel

Role: Inside Sales Representative

VMware Office Site: Austin, Texas

University: Western Kentucky University

Fill in the blank: Dare to spread confidence!

Choosing VMware

While interviewing with VMware at the 2015 National Collegiate Sales Competition, I quickly recognized how much effort the VMware team put into connecting with students. From the beginning I felt welcomed and appreciated for being myself, rather than just another potential candidate. After evaluating my options upon graduation, I couldn’t pass up the opportunity to join a company willing to train, invest, and believe in me. I knew that VMware would challenge me to step out of my comfort zone and allow me to grow to my fullest potential. Joining the VMware Sales Academy has been the best decision that I could have made for my professional career and personal development.

Journey to Growth in Sales

During my six months in the VMware Sales Academy, I was challenged to grow in several ways. One of my biggest moments of growth at VMware so far has been realizing that you can’t master everything on your own. There are so many products, processes, and sales cycles to take into account on a daily basis. As someone who thought they could learn it all, I quickly noticed that it takes each individual’s strengths to keep our sales engine running. This was a very important lesson to learn because I now understand that I don’t need to know everything, I just need to know where to go to find the answer. At VMware you don’t have to be afraid to ask a silly question or bring an improved process to the table. Confidence is spread when people’s passions are embraced, whether it be having expertise on a certain product, mentoring others, or being a guru at Microsoft Excel.

Welcome to Austin

The VMware Austin office consists of a great group of people. As a new Austinite, my co-workers have been quick to give me local insight. Whether it’s giving me the scoop on the best salon, inviting me to a BBQ cook-off, or sharing ACL Music Fest tips, I’ve never been disappointed in people’s genuine friendliness. The office environment is full of motivation, knowledge sharing, and good humor.

Daring to Explore

When I reflect back on the last year of my life, I focus on a few things. I received an amazing opportunity with VMware, graduated from college, moved from Kentucky to Texas, made 10 new lifelong friends, and launched my career selling a solution that I honestly believe in. As I’ve headed into 2016, I couldn’t be more confident that I’m exactly where I need to be. I’m looking forward to seeing VMware tackle the challenge of helping customers as they face increasingly complicated IT problems. I have no doubt that my peers from the VMware Sales Academy will have an amazing year at VMware as we sprint towards our career goals of promotions to the field, management, or partner tracks. We celebrate our victories together and serve as a voice of reason when someone is having an off day. I’m personally looking forward to continually building relationships with my customers, collaborating with my peers, and mentoring the new grads that will be joining the 2016 VMware Sales Academy in the fall.

Advice for the 2016 VMware Sales Academy

Don’t worry if you don’t know the ins and outs of VMware’s products. Instead, take the time to understand the values we stand for and how we’re changing the way our customers run their businesses.

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VMware Propels New Graduates into Sales Careers in Ireland

For University and VMware Sales Academy graduate, Neils van Iwaarden, finding a workplace community that aligns with his personal values and professional goals is important. Get Niels’ take on participating in the VMware Sales Academy, and hear how strategic learning and development opportunities driven by people invested in his growth have empowered him to advance as an IT Sales professional in Cork, Ireland.

Name: Niels van Iwaarden

Role: Inside Sales Associate

VMware Office Location: Cork, Ireland

Fill in the blank: Dare to be the best.

Knowing Who You Are to Launch a Career in Sales

I absolutely love working and talking with people. Knowing this and the fact that I have an outgoing personality, a career in Sales seemed the right fit for me. During my internship with the U.S. Embassy, I received my first introduction to Sales through my work in the Commercial Services Department. Later, during my Board year with Asset | Economics, a study association related to Tilburg University, I gained further knowledge in Sales as the External Affairs Officer. The work I did covered both cold calling as well as warm calling, setting up events and being responsible for projects. This served as an excellent base for the VMware Sales Academy.

I leaped at the opportunity to start my Sales career at VMware. Nothing is more exciting for me than building relationships with both customers and partners, as well as helping shape a deal to both of their likings. I also enjoy consulting, which I’ve been able to practice during my 8-months as an Inside Sales Associate.

An Insider’s Look at the VMware Sales Academy

The VMware Sales Academy is a two-year training program that focuses on soft and hard skills that empower new graduates to launch a successful career in Information Technology Sales. An external speaker was brought in to help us develop several of these skills. This individual helped us get comfortable in new situations, and helped to find our strengths and weaknesses. Since every participant in the VMware Sales Academy is starting his or her professional life, the focus is also on team building and growing a network inside of VMware. In the weeks following the start of the 2015 VMware Sales Academy in Cork, Ireland, my coworkers and I had the opportunity to meet a variety of colleagues, including our managers and Buddies (former graduates of the VMware Sales Academy). We met them during special events set up for us, such as dinners, workshops and master classes.

One of the most interesting weeks during the VMware Sales Academy was when we participated in START (the onboarding program for Sales new hires), which took place in VMware’s Staines, UK office. Through product trainings and workshops, we developed a holistic understanding of VMware’s product portfolio and role in the IT marketplace from more senior colleagues in the company.

After the first two months in the Academy, it was time to hit the floor and hit the phones. During the first calls, I was shadowed and coached by my Buddy. It was a great way to receive real-time feedback on my work. In the months to follow, I took on more responsibilities until I was ready to take on my own territory. These responsibilities include handling deal registrations from partners, working on under $20,000 deals and creating more pipeline for the territory executives. Taking on a territory means being fully responsible for a certain market/geography and being the executive here. Sales Academy participants have the opportunity to drive business and collaborate closely with field sales.

Growth & Development in the VMware Sales Academy

For me, the biggest takeaway of participating in the VMware Sales Academy were the skills I developed. During my academic career, I developed important skills like academic thinking and analyzing. However, beginning my first job after university showed me that I still have room for growth. By receiving extensive training in the first few months of my career, I was able to identify my current strengths and areas that I can further develop as a new professional in Sales.

Another aspect of the VMware Sales Academy that stood out for me was the importance of creating meaningful connections. By participating in START and having a manager and Buddy, I saw how the employee community at VMware valued who I was and what I could contribute to the company.

Finally, VMware really invested in my personal and professional development. Whatever I wanted to achieve, there was always someone there willing to help me work through ideas to find the best solution to achieve my goals. From financial assistance to pursue additional training and education to online tools to develop myself further, I know that I can count on the community at VMware to listen to my questions and share their advice along my journey to growth.

Taking Flight at VMware

The VMware Flight Program helps new graduates transition into their new career after graduation. Realizing that professional life is completely different from university life, the Flight program helped me take the necessary first steps to launch a successful career post university. Additionally, the Flight Program provided additional insight into VMware’s IT solutions, which really helped me with customer conversations. The big difference between START and Flight is that Flight is a long-term program, which is especially focused on new graduates, while START is only a week and designed for Sales new hires.

Advice for New Grads Interested in Pursuing a Career in Sales in Ireland

The best advice would be: Just do it. Ireland and Cork itself are wonderful, with a lot of friendly people, pubs, and nice restaurants. Having lived in Brussels, Belgium and London, Canada already, I can easily adapt to different cultures, and the Irish culture is close to the Dutch one, which made it easy for me to make the move to Ireland.

The key for the job interview is to be yourself. Every conversation in Sales is different, so you need to be flexible, which in my opinion is a personality trait. Be confident and you might be my next colleague!

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Leveraging Passion: How a University College Graduate from Cork, Ireland is Achieving Success in Sales at VMware

How are you using your passions to reach your career goals? Connect with University College graduate and VMware Sales Academy graduate, Niamh Dorgran, to hear how knowing what fuels your drive can inspire you to do what you have always dreamed of professionally.

Name: Niamh Dorgan

Role: Inside Sales Associate

VMware Office Location: Ballincollig, Cork – Ireland

Fill in the blank: Dare to become a VMware Evangelist for all wonderful things IT.

Leveraging Passion to Launch a Career in Sales

When I was five years old, I thought that I wanted to be an artist or hairdresser when I grew up. However, I didn’t possess much talent in either of these departments, so as I grew older, I started to seriously consider what career path I wanted to take. Like most people, I wanted to have a successful career that I enjoyed. I knew that I wanted a job that would allow me to meet new people and help them find solutions to their challenges because I enjoy making meaningful connections with others and having a positive impact on their lives.

While at the University College Cork, I majored in Management and Marketing. Through my studies and a particular course on Commerce, I became certain that a career in Sales was the right path for me because it is all about interacting with people. It is a career that can empower you to help make positive changes in other’s careers or businesses, which would give me the opportunity to make an impact on others.

Achieving Career Goals at VMware

Up until my final year of university, I did not know much about VMware. Then two friends of mine got summer internships at VMware in Ballincollig, Ireland. From the day they started, each of them sang VMware praises. VMware’s company culture sounded fantastic. My friends gushed that everyone at VMware was extremely nice, collaboration was encouraged across the board, and most importantly, employees were proud to work there.

Both of my friends encouraged me to apply to VMware after college. I did more research and discovered that VMware is a global software giant leading the way in Information Technology. The VMware Sales Academy, a six-month placement program for new graduates interested in a career in Sales, sounded like an excellent platform to launch my career. I applied for a position online, went through the assessment process, and happily accepted a position as an Inside Sales Associate graduate.

From the moment I started at VMware, it was clear that my success, along with the success of the other Sales Academy hires, meant a lot to our management team. Within the first week, our Graduate Manager, Brian, allocated time for each of us to design our career plan. Along with the other grads, I thought of my short and long-term goals. We have kept these plans and have been reviewing them as we’ve progressed through the program. It has been very reassuring to know that management is so invested in my career success. Within my first week, I knew that my friends had been right about VMware. Everyone wants to get to know you, and essentially, see you flourish.

A Day in the Life as a VMware Inside Sales Associate

As an Inside Sales Associate, I work alongside our Inside Territory Executives (ITEs) to manage prospects and customer accounts in the $20k-$100k space. I am on the UK / Ireland team and am in charge of managing activity in the London region with my respective ITEs. A typical day entails contacting prospects that have been generated by our dedicated Marketing team. I speak with prospects to clarify their needs and how VMware can help them. I also process opportunities that come from our large partner network in the UK. The team has been very welcoming from the beginning, and I’ve had some fantastic mentors along the way.

Shaping Career Paths at iWish

On February 11^th, I had the unique opportunity to volunteer at the iWish event with VMware in Cork, Ireland. iWish is an initiative aimed to inspire, encourage, and motivate young female students to pursue careers in STEM (Science, Technology, Engineering, Math). During the event over 2,000 young women stopped by our stall to learn more about VMware and the concept of virtualization. One of the highlights for me was hearing my colleagues share their career journeys. I had not realized that many of my coworkers had not pursued a career in STEM while in university. From business to sociology, many paths were taken by my colleagues and the event speakers to get where they are today in the technology industry. It highlighted the fact that passion and determination can shape the overall success of ones career, and that people do not have to necessarily obtain a degree in STEM to work in the technology industry. Overall, my participation in I Wish was a great learning experience that I enjoyed. I cannot wait to go back next year, and who knows, maybe one day I will have the opportunity to share my career journey at I Wish in the future!

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