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Senior Account & Alliance Director – Telstra

Sydney, Australia | VMware

  • Industry:
    Computer Software / Computer Games
  • Position Type:
  • Functions:
    General Management
  • Experience:
    15-20 years
Job Description:
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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

Required Skills

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

Preferred Skills:

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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