Which divisions, regions, or business units may be more or most advantageous to sell for and why?

Question

Accepted Answer

VMware is structured as follows:
C2 - SMB - No Field Presence (Inside AE's, called Commercial Account Managers).
C1 - Field AEs, no inside AEs - Mid-Market
E2 - Small to Medium Enterprise Accounts 
E1 - Big dogs, biggest accounts in VMware

C2 is the only division with Inside AE's, all other divisions have field reps.  There are no Inside Sales Reps in C1, E1 or E2.  Field sellers are supported by Inside Sales Associates (mostly administrative, I don't believe they're tied to a quota).

Answer

Avoid C2 unless you're early in your career and/or need to get a well known software company on your resume.  C2 is the Inside led group (no field presence).  Old school KPI's (calls + talk time + weekly pipeline build) promote bad behavior among reps.  Mandatory to be in the office 3x per week until you've hit 2 years of tenure.  Territories are very hit or miss, attrition has been high due to unrealistic quotas (as of 2022).  Most folks don't stay more than 1-2 years.  OTEs are deceptive, there are commission decelerators associated with established products so you can hit 100% of quota without being paid out at 100%.  Decelerators are tied to the products that you tend to sell the most of in C2.

Notifications

VMware

RepVue Score

0

VMware

86.11

Anonymous Q&A

Which divisions, regions, or business units may be more or most advantageous to sell for and why?