Account Manager

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Role ObjectiveReporting to the Head of Enterprise Sales the Strategic Account Manager is a key member of the combined Telstra sales team and is a driver for strategic long term and transactional business within the Telstra Account. This role is responsible managing the VMware/Telstra relationship across all aspect of IT and assisting the customer transform their business in line with their strategic priorities and objectives.The objective of this role is to work with the existing Telstra account team to engage a broad virtual team of domain and functional experts to focus on the business priorities for Telstra and its partners.  Specifically, you would directly engage to solidifying existing customer contacts whilst identifying and closing new revenue from the full portfolio of VMware products and services.   As a direct result you are responsible for differentiating VMware’s product offerings and building a cohesive understanding of the value/ messaging/go to market/solution set specifically for the Telco Sector aligned to your Telstra’s own business goals and objectives.AccountabilitiesAchieving personal revenue targets by selling VMware solutions into the Telstra account.Identifying opportunities, ie. Capturing, understanding and analysing specific customer business issues and demands and translating them into VMware solutionsContributing to the team in the creation of focused and comprehensive account plans that ensure new business development and maintain account growthOrchestrating VMware’s internal resources to drive sales cyclesKnow our competition, integrate and work closely with our partner network and its capabilities, effectively define/align the positioning and valueIntegrate market trends within the Telco sector and VMware capabilities to craft and present creative solutions aligned to your customer needs.Leveraging companywide marketing, resources and demand generation activities including attendance at specific events e.g. VMWorld, Exec Briefing Centers etc.Accurate forecasting and maintenance of internal sales systems (SFDC) as the opportunity owner and ensuring effective and detailed communication on pipeline status of all revenue streams to line management.Closing sales opportunities and negotiating commercial terms and conditions.Acting as an evangelist for VMware solutions, services and brand.CompetenciesSelf motivatation with demonstrated initiative and driveBusiness Acumen Executive PresenceStrong consultative mindset and ability to uncover business challengesHighly credible customer facing and executive presenceIndustry KnowledgeA holistic and detailed understanding of IT and how technology can accelerate business growth.Resource OrchestrationDrive for ResultsEffective Customer CommunicationStrong proven account mgt and sales track recordRequired Experience.Extensive and relevant experience of selling enterprise software solutions to large Telecommunication customers.Track record of building and maintaining relationships and credibility as a trusted advisor at executive levels.Direct experience of negotiating and closing complex contractual agreements Proven history of sales achievement and delivery against targetMust be able to demonstrate experience of leading virtual teams and orchestrating resources for maximum effectCategory : SalesSubcategory: Field SalesExperience: Business LeadershipFull Time/ Part Time: Full TimePosted Date: 2020-05-19VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at ****Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.,identifier:Dell Careers,title:Account Manager,url:****South Wales,addressCountry:Australia,streetAddress:,postalCode:2000}}}

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