Corporate Account Manager

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Job Description:

Are you passionate, driven and focused on the customer?

Do you want to be able to take a world-leading message to the market every day?

Do you want to be at the forefront of solving the next generation of customer problems?

VMware by Broadcom is the leader in Private Cloud solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT.

Are you a high-energy, self-motivated person seeking a new challenge in software sales? VMware is looking for a new Account Director to join our Corporate Sales team in Sydney or Melbourne, Australia.

As an Account Director, you will be responsible for developing and closing business with named accounts which represent significant opportunities both strategically and from a revenue perspective to the company.

You will have a pre-defined set of accounts within our Corporate segment and your ability to coordinate internal stakeholders and take the entire VMware team on a journey is critical in this role. A high degree of collaboration skills and the ability to manage via influence will see you succeed here.

Using well-developed people skills and consultative selling, you are confident in engaging key partners in the customer's business from practitioner to C-level, both within IT and business units. To succeed, you will need to understand our customer’s business issues and develop a strategic plan to address them using VMware technologies in the short and long term. You will extensively connect and lead our cross-functional teams within VMWare to define and execute a sales strategy that delivers revenue and business outcomes.

Responsibilities

• Effectively and successfully manage a set of named accounts within our Australian Corporate territory.
• Build and manage pipeline in allocated accounts (both existing and prospective), ensuring the healthy balance of sales stage maturity required to consistently deliver in the current quarter and the longer term.
• Create a detailed strategy for each account to position and sell VMware solutions.
• Regular two-way communication and promote team collaboration with internal resources such as technical, marketing, specialists and professional services on the needs and business issues of the customer, the sales strategy and status, acting as the primary driver of business in allocated accounts.
• Utilise Value Selling sales methodology including VMware sales tools and processes as amended from time to time, to communicate, report, track and run sales.
• Create and maintain Account Plans for all major accounts.
• Create an executive peering plan for allocated accounts and as required prepare effective executive briefs on time.

Education and Experience

• Min 5+ years of technology-related sales experience. Experience in software sales is a plus.
• Tertiary qualification in Business (or similar) or equivalent commercial experience
• Experience working in a matrixed organization
• Validated ability to engage at C-level for solution selling, establishing peer relationships, articulating strategic vision
• Consistent track record of achieving business objectives including revenue goals, in a highly high-reaching environment, working with commercial and enterprise clients
• Experience selling bundles of solutions (including 1 or more products and services) that deliver specific business value to customers
• Experience in maintaining relationships and influence within a customer and with external third parties that formulate a customer’s critical thinking and actions
• Strong experience leading a multi-functional team in complex engagements

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Broadcom is proud to be an equal opportunity employer.  We will consider qualified applicants without regard to race, color, creed, religion, sex, sexual orientation, national origin, citizenship, disability status, medical condition, pregnancy, protected veteran status or any other characteristic protected by federal, state, or local law.  We will also consider qualified applicants with arrest and conviction records consistent with local law.

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