The Elevator Pitch: Why will you enjoy this new opportunity?

The world is changing fast and Service Providers are looking for technology to advance their cloud and application journey that enables them to take advantage of 5G, enter the era of multi-cloud technologies and build open systems that will offer them increased flexibility and speed never seen before. The Global Servicer Provider team is working with top operators globally to solve their toughest challenges through disruptive technologies like edge computing, O-RAN (Open Radio Access Network), Kubernetes, artificial intelligence, and blockchain… all of which will accelerate the next wave of innovation. Our software and services span Application Modernization, Cloud, Networking and Security and Digital Workspace.

As the Regional Director, Service Provider/Telco Sales for the SEAK, ANZ, India Region, you have a unique opportunity to inspire, grow and lead a team of Global Account Managers for some of the most significant accounts in the region. You will develop and grow our presence across all customer lines of business including network, IT and sell-through. You will drive global consistency, global engagement, global relationships, and outstanding total customer experience.

This role is part of VMware’s Global Account Program that serves 100 premier accounts with the objective to establish a significant footprint in the largest and most influential corporations in the world and with accelerated timeframes. This strategic objective is being accomplished using highly focused and very experienced teams with dedicated extended teams and substantial executive level commitment.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

• Set the strategy and direction for service provider accounts in the region to deliver strategic and transformational value to these customers and in return generate growth for VMware.
• Deliver against financial targets for your region, selling VMware-driven integrated solutions across the entire VMware portfolio including networking, multi-cloud, modern applications, end user, and security areas by establishing the master strategy for accounts and ensuring the strategy is executed.
• Coordinate global account coverage for your team through effective global collaboration, leadership, and drive local sales execution. You will lead and coordinate, on a global basis, the activities of the team including Pre- and Post-Sales, Implementation, Professional Services, Channels, Marketing, and functional leaders across the organization to ensure the right skills and resources are available in support of global sales activity. As needed, you will recruit and develop a world-class sales team of global account managers, business development managers, etc.
• Engage with Product Group leaders and other key business stakeholders to align on business goals and provide feedback on what will be required for successful execution against our booking’s targets.
• Manage contract and pricing strategy including negotiation of large, global deals with deeply complex terms, conditions, prices pressures and considerations. This will require you to be capable of understanding and accurately assessing general contract terms, customer requirements at a global scale, and product capabilities to ensure VMware is chosen as the preferred vendor.
• Operational excellence: Oversee day-to-day operations of your team and accounts by reviewing sales strategies, leading business reviews, and go-to-market priorities. This includes the creation and delivery of accurate weekly, quarterly, and annual forecasts, account plans, building a strong pipeline of opportunities and driving deal velocity.
• You will leverage your cloud, Service Provider, SaaS (Software as a Service) and subscription solution experience and rapidly understand VMware, its direct markets, channels, and resources to help our customers succeed and thrive.
• You will apply your experience in the Service Provider industry to build business-focused strategies, executive relationships, and outcomes with your customers and key partners.
• You will create and support a team culture of execution, purpose, innovative thinking, diversity & inclusiveness as well as customer centricity.
• You will be a key part of a leadership team that drives global outcomes through best practice sharing.

What skills and experience will you need to be successful in this role:

• Proven sales leadership and achievements in a global software organization with significant matrixed quota-carrying sales management responsibility.
• Building, inspiring and the management of teams to succeed and work effectively with and across all levels of the organization.
• Experience of driving, shaping, and executing large, global deals
• Specific evidence of having built or substantially increased software license revenues.
• Technical wherewithal to lead sales of existing and emerging leading-edge technologies.
• Experience of commercial and contractual negotiations with a complex set of customers with international reach
• Relationships with C- Level executives at more than half of the identified Global Accounts within a defined region or team
• Built and developed an exceptional team of specialty sales professionals.
• Ability to influence and collaborate in a highly matrixed global organization while taking ownership for clear and far-reaching decisions.
• Self-starter who takes initiative and works with limited direction.
• Highly trusted individual with ambitious standards for self and team, displaying integrity and honesty.
• A minimum of 15 years’ experience in Technology Sales Management with increasing levels of responsibility
• A minimum of 15 years’ experience of Service Provider Industry Experience, either from working within the identified business or selling to the business
• International sales experience
• Ability to travel up to 50% of the time.

What is the leadership like for this role? What is the structure and culture of the team like?

You would be reporting to a seasoned leader in a culture of trust, transparency, and accountability at all levels. Collaboration, diversity and inclusion and team success on a Global level are cornerstones of the approach and working model.

Where is this role located?

This role is in Australia and is a mix of remote work and in a local VMware office as well as customer-facing regionally.

Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2023-05-11