Job Description

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 customer and 30,000 partners to thrive in the Cloud Era. A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace. The VMware Global and Telco Account Program serves approximately 100 of VMware’s largest customers. These premier accounts are managed by a team of experienced Global Account Managers partnered with a Global Solutions Consultant with the objective to establish a significant VMware relationship 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. Why will you enjoy this new opportunity? This position will report to the Senior Director, Landed Global Accounts in our APAC region and is an integral part of our coverage model for our largest Global Accounts. Focussed on engaging and developing local relationships in key international markets, this role requires close alignment to the global strategy of our Global Account Managers for their accounts to support global initiatives and drive local projects and sales opportunities for these strategic customers. A true international mindset is key to success and a close relationship with the Core Account Team abroad as well as diverse customer setting to execute on ‘Strategize Globally – Act Locally’. You will be working with our most engaged and challenging customers, breaking new ground and driving lighthouse deals for your customers. There will be autonomy to identify new opportunities and make new relationships, and to interlock with the full Global Account strategy and support large deal positioning and rollout with our most strategic customers. If you are passionate about innovation and inspiring teams to come together, then you will feel right at home.

• Manages tactical business while investing in larger, longer term strategic opportunities in support of the Global Account Strategy and identifies and owns local opportunities within the account.
• 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 establishing new and deeper relationships
• Supports the GAM to act as an inspired leader 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

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? Your work will be varied and wide ranging covering a number of global accounts in the region and to support their full global strategy.

• Account Management: Partners closely with the Global Account Manager and AE: developing opportunities, executing on projects and feedback on the core account strategy with consultative selling approach
• Business Cases/Value Selling: Builds business cases including ROI and TCO analysis to quantify value realization of the solution
• Customer Intimacy: Maintains access and influence with key business and technical stakeholders
• Operational Command: Maintains operational command of the business through demand generation and solution validation; coordinates campaign execution across sales, products, services and support teams to accelerate the sales cycle
• Persuading/Influencing: Become a trusted advisor to key stakeholders, the customer’s executives, senior management, and technical decision makers with the ability to articulate market trends and the value of VMware solutions to develop new business opportunities
• Communication: Deliberate and effective communications both within VMW (core team abroad, VMware business units, exec)
• Multi-Cultural mindset: This job opens the world and requires learning how to work with other cultures effectively internally as well as on the customer side

Preferred Skills:

• Proficient in enterprise solution selling including products, services, and support
• Ability to collaborate with multiple groups globally to inspire alignment and execution
• Strong customer-facing and relationship building skills at technical decision maker and executive level
• Highly trusted individual who maintains and expects high standards for self and team
• Consultative selling skills and business awareness
• Ability to see and present “the big picture” and offer solutions to drive business value
• Master’s Degree in technical field a plus

What is the leadership like for this role? What is the structure and culture of the team like? This position reports to the Senior Director, Global Account Landed SE for APAC Geography. There will be a matrix relationship to the international Global Account Managers and Regional Directors and to the country leadership teams in the APAC Geography. The team is distributed and works across many countries and geographies. The team has a dynamic, open culture and encourages continuous learning through VMware sponsored opportunities and by spending time with teammates.
Where is this role located?
Flexible: The role is considered flexible and will be a mix of working from a Singapore VMware office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable non-daily commute of the office.

What are the benefits and perks of working at VMware? You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com.

• Employee Stock Purchase Plan
• Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
• Generous Time Off Programs
• 40 hours of paid time to volunteer in your community
• Rethink's Neurodiversity program to support parents raising children with learning or behaviour challenges, or developmental disabilities
• Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
• Wellness reimbursement and online fitness and wellbeing classes

Category : Sales
Subcategory: Systems Engineering
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-06-14
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.