Global Account Director - Jio

Global Account Director – Jio Business Summary: VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 Enterprise and SMB customers to thrive in the Cloud Era. A pioneer in the use of virtualization and cloud technologies, VMware simplifies complexity across the entire data center to the virtual workplace, and the network, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace. Our team of 34,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. Communications Service Providers are adopting virtualization and cloud technologies to transform the delivery of their services and become providers of rich 5G, Edge, and IoT offerings. As the pioneers of virtualization and cloud technologies, honed over 20 years of delivering best in class solutions to the our worldwide customer base, VMware is well placed to be a leading vendor of Telco Cloud solutions for network and IT transformation in CSP environments, and already commands a leading market share in this segment. The VMware Global Account Program serves approximately 100 of VMware’s largest customers. These premier accounts are managed by a team of experienced Global Account Executives, with the objective to establish a significant VMWare footprint in the largest and most influential corporations worldwide. Our selling is focused on our customers primary business initiatives and connecting our value to our customers business value. Our Value Selling strategy is the investment of time, talent and technology from VMware and our partners to invent (transform) our customers business for their benefit. This strategic objective is being accomplished using highly focused and experienced account management, marketing, and engineering teams, as well as substantial executive level engagement. Role Brief: Reporting to the APAC Telco Head, and a key part of the Global Telco Sales vertical, this Global Account Director role will be dedicated to a single telco account and will have principle responsibility for Jio worldwide. This business leader will own the overall account strategy and management including the creation and execution of a business-outcome based strategic account plan, goal obtainment, and revenue growth. This will be achieved by leading a matrix management of sales, specialist, and partner resources, to ensure value-added benefits and deeper plus wider reach into the customer. The Global Account Director will serve as the executive contact across the customer on behalf of VMware, communicating VMware’s unique value. They must maintain a peer-level relationship and trusted advisor status at the C-suite level of their customer. Role Responsibilities: Responsible for the master strategy for the global strategic account and ensures the strategy is executed Oversees and implements business case and value selling strategies which align the customer’s needs (up to the C-Suite/Board), to VMware solutions and services Manages tactical business while investing in larger, longer term strategic opportunities Constructs and sells large multi-product, integrated solutions and services utilizing strategic partnerships which drive business outcomes Maintains high touch and trusted advisor status with the customer Delivers operational excellence in the day to day running of the account, through owning the accurate forecasting of the Jio business globally, opportunity management and pipeline build, and representing the Jio account on sales cadence calls Act as an inspired leader and sales coach for a large extended team of virtual resources, to ensure consistent and effective team engagement and ensuring optimal usage of resources across management, supporting and partner organizations Required Skills and Experience: At least 10-15 years of experience in technology sales, including software / SaaS Previous experience in regional sales roles across multiple geographies and time zones At least 10 years of experience selling to Service Providers with meaningful relationships towards a range of key decision makers across the customer organization Proven sales leadership in a global software organization with matrixed sales management responsibility, experienced in driving and closing large complex deals Sales of Service Provider related technologies and offerings including 5G, Core, RAN, Edge, IoT, SD-WAN, SDN, SASE, Security, Orchestration, Assurance, etc. Preferred Skills and Experience: Our team looks for candidates who embody our ‘EPIC2’ values - Execution, Passion, Integrity, Customers and Community. Team members who are logically curious, interpersonal, customer focused and able to find the humor in situations tend to thrive at VMware. A history of selling to Jio Established and referencable relationships with key customer contacts An understanding of, or experience with, VMware technologies Familiar with Target Account Selling or another established sales methodology Highly trusted individual who maintains and expects high standards for self and team Self-starter with a high level of commitment and energy Category : Sales Subcategory: Field Sales Experience: Business Leadership Full Time/ Part Time: Full Time Posted Date: 2022-07-28 Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises. 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. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.