Senior Account & Alliance Director – Telstra
Melbourne, Australia | VMware
Industry:Computer Software / Computer Games
Job Description:104 people have viewed this job
The Telco Account Director will have principle responsibility for VMware sales, partnerships and alliances into and with Telstra. The individual in this role will be responsible for overall Account Management including the creation and execution of the strategic account plan, goal obtainment and revenue growth in addition to a strong GTM plan for Alliances and Resell across our joint product offerings and emerging market opportunities.Leading the overall account strategy and matrix management of sales, specialist, alliance and partner resources to ensure value-added benefits and deeper/wider reach into the customer.
Oversees and implements business case & value selling strategies which align the customer’s needs, up to the Board/C-Suite, to VMware solutions and services including the development of business cases with specific metrics & ROIs identified
Manages tactical business while investing in larger, longer term strategic opportunities
Constructs and sells large multi-product, integrated solutions and services utilizing strategic partnerships which drive business outcomes
Maintains high touch and trusted advisor status with the customer establishing trust at an Executive Level
Maintains operational command of the business through forecast accuracy and demand generation
Collaborates and leads to create a multi-year global alliance business plan and make sure that these priorities are clearly transmitted and carried out by the VMware teams
Construct and schedule quarterly executive alliance reviews
Proactively manage all aspects of the business plan and report them in a quarterly dashboard
Collaborate with SISO and partner marketing resources on establishing and executing a strategic alliance global marketing plan
Strong knowledge of Strategic Alliances, System Integrators, System Outsourcers, OEM, or Telco business strategies as well as pursuit and delivery models highly desired.
Working knowledge of cloud services and cloud computing highly desired.
Act as an inspired leader for a large extended team of virtual resources to ensure consistent and effective team engagement and ensuring optimal usage of resources across management, supporting and partner organizations
At least 15 years of experience in technology sales
Demonstrated track record of proven success within past sales roles
Proven experience managing in a matrix work environment
Comfortable working with C level executives at ASX200 companies and building necessary business relationships throughout the organization
Knowledgeable in all facets of technologies
Our team looks for candidates who embody our ‘EPIC2’ values - Execution, Passion, Integrity, Customers and Community. Team members who are logically curious, interpersonal, customer focused and able to find the humor in situations tend to thrive at VMware.
At least 5 years of experience as a Global/Strategic Account Manager
Established and referenceable relationships with key contacts in designated account
Familiar with Target Account Selling or another established sales methodology
Highly trusted individual who maintains and expects high standards for self and team
Self-starter with a high level of commitment and energy
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