Head Of Apac Sales-vcg

2 weeks ago

Melbourne, Victoria, Australia Broadcom Full time
Job Description: The Head of Americas Sales for SDE will be responsible for leading the GTM strategy and sales teams for all SDE solutions including: Telco Solutions, Edge Compute Stack, and Velocloud---SDWAN/SASE Primary Objectives: This person will be responsible for building and leading an experienced sales team (matrixed and direct).
Must possess strong leadership skills and the ability to build a territory strategy to ensure both short and long-term goals, objectives and quotas for the sales teams.
Build Regional sales plans that drive business through direct selling, indirect selling through a multitude of channel partners, and local demand generation.
Split time between leading/coaching teams, meeting with customers & partners and developing the overall SDE GTM strategy for Americas.
Work closely with extended sales resources.
Work closely with the headquartered account team in order to plan & execute cohesive sales campaigns.
Maintains operational command of the business through forecasting accuracy, planning, negotiating deals & partnerships, and orchestrating a broad mix of resources.
Core Competencies: Inspired Leader: Ability to lead, motivate, manage and coach a team of individual contributors to achieve their objectives.
Coach/Mentor: The ability to coach and mentor all members of their team to help drive their professional success as an individual and as a member of the team.
Executive Presence: Possesses a blend of temperament, competencies and skills that empower the ability to command a room and hold business-led conversations at the C-level.
Consultative: Able to identify the customer's pain points and needs then suggest solutions to satisfy those needs in support of their team.
Challenger: Able to help their team push the customer's thinking through a value-centric conversation educating them on new ways our solutions can provide benefits to their company.
Innovative: Adapts communication and influencing styles to suit different audiences and capable of introducing new ideas or methods internally and to the customer.
Financial Acumen: Knowledge & understanding of customers' financial situation along with the ability to discuss customer's outcomes in financial terms.
Understanding of budgets, costs and price required.
Negotiator: Does not simply sell on price but negotiates value to outcomes; understands the legal and contractual implications of the negotiations as well as financial.
Adaptable: Adapts to changing circumstances and accepts new ideas and change initiatives.
Collaborator: Excels at working collaboratively with their team, peers, supporting resources, partners, management and the customer.
Strong Communication Practices & Skills: Ability to write and speak in a way that clearly articulates a point of view; understands how to involve all levels within the company (internal and external) with consistent, appropriate manner.
Experience Required: 18+ years of related work experience.
A minimum of 6 years of sales management experience in high-reaching, ever-changing sales environment, preferably experience within technology sales.
A minimum of 5 years in telecommunications.
Must have run quota carrying sales teams with confirmed achievement.
Shown ability to lead a horizontal, extended resource team to support their direct sales teams.
Confirmed ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations.
Self-starter who takes initiative and works with limited direction.
Highly trusted individual who maintains and expects high standards for self and team.
Possess high levels of integrity and honesty.
BA/BS degree or higher.
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