We are looking for proven and experienced, but dynamic and creative Senior Strategic Account Manager. This person will be responsible for a small number of strategic and significant Whitehall accounts requiring regular access at C level, and with their strategic partners
The region has changed dramatically in the past few years in terms of digital strategy and technology adoption, and as such, you will be skilled in the translation between digital business goals for a department and the technology solutions selection to deliver these goals.
We want someone who will be able to align, influence and deliver on a departments goals through the delivery of the entire VMware portfolio including hybrid and public cloud services, end user computing, software defined datacentre technologies, and open data/standard solutions.
We are looking for a strong sales individual who has experience with this customer community at senior level, can prioritise and is adept at building solid, repeatable business propositions, particularly in a digital and cloud focused environment.
You will have experience of getting results through your own sales engagements and through harnessing the power of the channel as well as a deep understanding of the fast changing environment within the region and how the drive for digital services, cloud first strategies and cost savings can be used to build positive relationships and to deliver significant sales success. A consistent record of successful and smart selling in this meaningful and changing business environment is crucial.
What will you be doing?
Meet and exceed quarterly sales targets and build a rolling 12+ month pipeline so that you can Build a strong and balanced business across a defined list of accounts in the region
We want someone who can develop and lead customer relationships that range from CIO and CEO and include CTO with a personal network at senior and influential level. You will develop and run sector relationships with a small number of key partners to provide scale and coverage across the entire account list
Develop an account plan for each department, including an executive contact strategy
Drive and lead large opportunities to completion and manage partners to help deliver other opportunities
What do we want?
A High Performance Salesperson. We want significant and attested sales success in the sector over a 3-5 year period with experience of exceeding assigned goals and targets
Someone who grows their business and expands into new areas. Development of pipeline from lead generation to close through own initiatives and engagements with partners
Someone with leadership capabilities and management potential. We want to see experience of running a virtual team to harness skills and drive a coherent account plan
Knowledge of how to sell within the region, and how to influence the influencers
Demonstrable innovation and creativity.
Proven problem solving skills.
Executive presence and credibility.
High level of interpersonal, communication and presentation skills.
High energy and passion for the sector itself and the teams success.
Stable and consistent work history
Own and lead the engagement with the CIO/CDIO, CTO and CISO for each of the accounts
Develop and grow personal relationships and influence with departmental leaders
Grow VMware s wallet share in each department s digital service portfolio
High energy, motivated self starter with strong leadership qualities
Selling the complete VMware solution portfolio including products and services
Learn and understand the assigned accounts extended business model and craft offerings and solutions to meet their goals
Become as intimate as possible with assigned accounts and bridge the gap to executives while increasing VMware consideration
Solidify existing customer accounts and elevate VMware to a more strategic position within key accounts
Manage complex enterprise sales campaigns while running a diverse set of partners within the same accounts
Match the VMware solution to the customer s business needs, challenges, and technical requirements
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