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Senior Telco Executive, ANZ

Melbourne, Australia

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Job ID R1902524 Date posted Feb. 20, 2019

Are you up for the challenge? Change is a constant for all organisations, and the pace of change is growing more now than ever before. The dependency and complexity of Network and IT systems can hinder or improve an organisation in the successful achievement of their goals. Flexibility and speed are key, and at VMware, we have developed the key platforms businesses require for success.

At VMware, customers are transforming their businesses and experiencing the advantages of the VMware Software Defined approach to technology, including Network Function Virtualization (NFV), Cloud, IoT, Security, and the Software Defined Data Centre.

The critical relationship between strategic Telecommunications service provider (CSPs) and VMware is our Telco account team, who work with these customers to hear their challenges, define capabilities they are looking for and collaborate with our esteemed engineering team to drive business outcomes. Our team are leaders with vision in the business, guiding customers, partners and team members to achieve their goals.

VMware’s culture is part family and part winning team. We are a modern company and equal opportunity employer where we celebrate your individuality in our inclusive culture. We support flexible working, where outcomes are considered more important than how they are achieved. VMware is also a member of the Dell Technologies group of businesses.

Primary Objectives

The Senior Telco / NFV Manager is responsible for coordinating and executing a joint sales strategy between VMware’s Telco NFV Group, VMware’s internal and external sales and professional services teams. This extended team is driven to a common goal of growing revenue and projects related to NFV within key CSP accounts. Key areas of contribution will include:

  • Define NFV sales strategy for target CSP accounts.
  • Assist field sales teams to develop joint NFV initiatives or ventures that require mutual investment from VMware and key customers. 
  • Build, develop and grow strong executive level relationships in CSP accounts that drive your success. 
  • Position VMware as a strategic partner
  • Delivery of value positioning, collateral and sales readiness training necessary to support Account Managers to effectively sell into the target accounts.
  • Tracking and Report on pipeline curation, forecast accuracy and dashboard reporting.

This role is responsible for CSPs across Australia and New Zealand.

The enterprise experience that gives success:

You need 10+ years of experience in business development and business strategy consulting for CSPs

Proven experience selling complex technical solutions into CSPs

You confidently engage and build relationships at all customer levels, particularly with C level executives

Proven track record of successful business development in a highly competitive environment

You have a background operating in a matrix work environment

Proven track record of post-sales engagement management, driving from sale to the initiation of deployed solutions

Strengths we believe you need:

Self-starter who takes initiative and aligns with VMware's EPIC2 values

Highly trusted individual who leads, maintains and expects high standards for self and team

Proven business sense which appropriately balances creativity, entrepreneurship and risk taking

A phenomenal communicator

Empowered collaborator

Dynamic presenter

Education we'd like to see

Tertiary qualification in Business (or similar) and equivalent enterprise experience

Professional sales training desired

Estimated business travel

Estimated travel of between 30% to 50%

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