We’re looking for a candidate to this position in an exciting company.
Drive the SPP engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop and help close strategic pursuits.
Orchestrating key resources through the SPP Engagement Model, including field sales, partners, and a team of Offer Managers (OM), Value Engineering resources, Enterprise Architects & Business Solution Strategists (BSS).
Managing the qualification/selection of the Strategic Pursuits through the Territory Business Review process, in concert with the Regional Sales Leadership.
Champion Collaborative Account Planning Sessions (CAP) for Strategic Pursuits.
Drive the Strategic Pursuits cadence process (in country/in region) in conjunction with Country VP’s and Enterprise Leadership teams for the country
Drive big deal thinking, best practice sharing and extended team collaboration
Be the voice of the field sales to corporate to continually improve and ensure successful outcomes
Drive Strategic Pursuits: managing the assessment and selection of opportunities where we intend to build > $5M opportunities, tracking the set of activities (Account Based Marketing, Account Development Workshop, involvement of BSS) and progress of the opportunities.
Helping propagate best practices and content (deal structure, content relative to attractive themes like Digital Transformation, IoT, references, Value-plays)
Represent VMware in senior customer facing roles, i.e. executive sponsor, business strategist, negotiator where applicable.
15+ years of experience in the software industry
Demonstrated track record of success in South Asia Markets (India, ASEAN, ANZ) and Korea would be plus
At least 3+ of relevant experience having previously led a large deal / large pursuit team
Demonstrated ability to operate in a sphere of “Influence”
7 + years of consultative sales experience into Enterprise accounts in South Asia markets
Knowledge and understanding of SaaS models and ideally worked for an organization that has been through the transformation from traditional on-premise software to SAAS model
Demonstrated coaching and mentoring experience
Excellent presentation and communication skills
Excellent knowledge of Sales Methodologies
Well organized and analytical skills
Experience within a large organization, ability to work in a matrix environment