Global Account Manager, Service Provider/telco

Job Description: Global Account Manager, Service Provider/Telco

The Global Service Provider/Telco team is working with top operators around the world as they transform their business to take advantage of 5G, enter the era of multi-cloud technologies and build open systems that will offer them increased flexibility and speed never seen before. If you are passionate about making new markets and enjoy innovating with your customersthen you will feel right at home in this role. As the Global Account Manager of Telstra, you will be responsible for selling into all lines business at Telstra including their mobile network, IT, B2B, etc. This will give you the ability to solve your customers toughest challenges through disruptive technologies like Multi-Cloud, Edge computing, Cloud Native Technologies, O-RAN, SD-WAN/SASE all of which will accelerate the next wave of innovation. Our software and services span Application Modernization, Cloud, Networking and Security and Digital Workspace

The VMware Global Account Program serves approximately 100 of VMware’s largest customers globally. These premier accounts are managed by a team of experienced Global Account Managers (GAM) with the objective of establishing a significant VMaare footprint in the largest and most influential corporations worldwide.

The Global Account Manager is an account sales leader and a business leader. This leader will have responsibility for the overall account strategy and management including the creation and execution of a business outcome-based strategic account plan, goal attainment, and revenue growth.

The Global Account Manager will serve as the executive contact across the customer on behalf of VMware, communicating VMware’s unique value. This leader must maintain a peer-level relationship and trusted advisor status with the customer’s C-suite level.

The Global Account Manager will be paired with a Global Solutions Consultant, in addition to several matrix Sales Specialists, and partner resources to ensure value-added benefits and deeper/wider reach into the customer. They are responsible for managing the entire ecosystem required to support the customer (internal and external), and they lead the extended resources supporting the account through a value-based, consultative selling approach.

**Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?**

The primary objective of this role is to orchestrate the engagement Telstra through leading the team, to deliver strategic and transformational value to your customer which will ultimately lead to bookings for VMware. You will be responsible for the master strategy for Telstra and ensure this strategy is executed. You will also maintain high touch and trusted advisor status with Telstra.

In this role you will be asked to:

- Rapidly understand VMware, its direct markets, channels and resources and assess quickly where additional support and emphasis is required.
- Set the global account strategy that drives new VMware revenue through the ownership and implementation of an actionable, business outcome-based account plan.
- Oversee and implement business case & value selling strategies which align the customer’s needs, up to the Board/C-Suite, to VMware solutions and services including the development of business cases with specific metrics & ROIs identified.
- Construct and sell large multi-product, integrated solutions and services utilizing strategic partnerships which drive business outcomes.
- Manage tactical business while investing in larger, longer term strategic opportunities.
- Manage contract and pricing strategy.
- Lead and coordinate the activities of pre-sales (systems engineering), consulting (post-sales/implementation/professional services), and marketing, working with functional leaders to ensure the right skills and resources are made available in support of sales activities.
- Be operationally excellent in the day-to-day running of the business including (but not limited to) forecasting, pipeline development, training, certifications, collaboration, teamwork, and best practice sharing.
- Maintain high touch and trusted advisor status with the customer establishing trust.
- Act as an inspiring 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.

**What is the leadership like for this role? What is the structure and culture of the team?**

You would be reporting to a seasoned leader in a culture of trust, inclusiveness, respect, collaboration and accountability. In addition to your direct leader, your peers and extended leadership team across Globals have 20+ years of experience varying in skills providing the opportunity to learn and build upon existing skills to help you with continuous growth.

**Where is this role located?**

This role is considered fle