**This Account Manager role will join an existing Telstra sales team and focus on growing and extending an existing business into new areas or domains. You will work with the account director to implement the engagement plan and help Telstra achieve their strategic priorities and objectives.** **The successful candidate will need to show the capability to engage cross functional VMWare teams including specialist teams and services organisation to drive a successful outcome for Telstra and VMWare.** **Specifically, you would be expected to work with existing customers and build new connections to grow and close a pipeline of business across the full bread 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 specifically for the Telco Sector.** **Accountabilities** + Achieving revenue targets by building and closing pipeline across multiple groups. + Identifying opportunities, ie. Capturing, understanding and analysing specific customer business issues and demands and determining how VMWare’s solution capabilities can bring value. + Contributing to the team in the creation of focused and comprehensive account plans that ensure new business development and maintain account growth + Orchestrating VMware’s internal resources to drive value and associated sales. + Know our competition, integrate and work closely with our partner network and its capabilities, effectively define/align the positioning and value + Integrate 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. **Competencies** + Self motivatation with demonstrated initiative and drive + Business Acumen + Executive Presence + Strong consultative mindset and ability to uncover business challenges + Highly credible customer facing and executive presence + Industry Knowledge + A holistic and detailed understanding of IT and how technology can accelerate business growth. + Resource Orchestration + Drive for Results + Effective Customer Communication + Strong proven account mgt and sales track record **Required 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 target + Must be able to demonstrate experience of leading virtual teams and orchestrating resources for maximum effect **Category :** Sales **Subcategory:** Field Sales **Experience:** Business Leadership **Full Time/ Part Time:** Full Time **Posted Date:** 2020-05-25 VMware 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 http://careers.vmware.com. Equal 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. 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