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Virtustream Account Executive

Melbourne, Australia

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Job ID R025102 Date posted Jul. 22, 2019

Virtustream, now part of Dell Technologies, is the Cloud software and services provider trusted by business worldwide to migrate and run their mission critical applications in the cloud. Virtustream offers the reliability, security, compliance and performance of a dedicated private cloud combined with flexibility, scalability and economic benefits of a public multi-tenant cloud.

Virtustream was founded on the belief that cloud technologies and operating models could be applied to enterprise mission critical systems. ERP and other massive Database Driven applications have been the sole focus for Virtustream since 2008. Today we are the market leader and remain 100% focused on helping enterprises migrate and operate their mission critical applications in the Cloud.

Our mission is simple – to be the leader in helping enterprises execute their cloud and digital transformation strategies by modernizing, automating, and transforming existing ‘life blood’ applications.

Virtustream’s ‘migrate, operate & maintain’ Services offering is unique in the market because of the large volume of ‘system of record’ migrations to the Cloud it has completed. Through this ‘outcomes based’ approach to project delivery, we gain invaluable experience and develop IP that can be leveraged by other customers. It is this experience that is a key differentiator for our business, ultimately helping customers drive improved value from the majority of their IT spend that is locked up in maintaining and operating their core back office systems.

As a Virtustream Sales Executive you will have the exciting opportunity to help drive the growth and shape the future of an emerging services offering. You should be a self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly targets.

Roles & Responsibilities

Create and execute key sales and business development initiatives to increase sales pipeline

Ideal candidates will have experience selling Managed Services, Consulting Services or similar solutions tied to enterprise application management and hosting

Highly developed selling, customer relations and negotiations skills with the ability to effectively communicate with C-level executives and line of business representatives.  Ability to work collaboratively in a team-based environment and execute upon agreed strategy

Drive market share in a defined territory or industry vertical.

Meet or exceed quarterly targets.

Develop and execute against a comprehensive account/territory plan.

Create & articulate compelling value propositions around Virtustream offerings

Accelerate customer adoption

Work with partners to extend reach & drive adoption

Manage contract negotiations

Develop long-term strategic relationships with key accounts

Ensure customer satisfaction

Expect moderate travel

Qualifications

Significant industry knowledge and experience selling cloud, hosting and managed services

Expert in Cloud Computing, Professional and Managed Services, and/or IT Solutions practice area. Be conversant in Global Service related topics, methodologies, industry trends, and core technologies.

Must show demonstrable experience in developing C-level relationships : demonstrate business acumen in presenting solutions on an ROI basis, strategies, successful penetration of new accounts, and building successful client relationships across an entire spectrum of buyers, influencers and C-Level decision makers across a broad spectrum of solutions.

Highly developed selling, customer relations and negotiations skills with the ability to effectively communicate with C-level executives and line of business representatives.  Ability to work collaboratively in a team-based environment and execute upon agreed strategy

BA/BS degree or equivalent work experience required

Direct field experience in working with enterprise accounts

Extensive customer network and expert level hunting skill

Proven history of meeting and exceeding quota

Strong verbal and written communications skills

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