Account Director

Account Director Location: Auckland or Wellington New Zealand Why VMware? In the New Zealand business, we develop our sales talent to greater opportunities and growing the team. In the last 3-4 years, this team has led some of the largest hybrid multi-cloud initiatives seen in our market. Our why is to innovate and transform our customer business. Our purpose is to connect people, exchange ideas, provide insights and improve the way everything can be done in the world. We do this by enabling technology for good. VMware streamlines the journey for organizations to become digital businesses that deliver better experiences to their customers and empower employees to do their best work no matter where they are. Since our founding in 1998, our employees and our large ecosystem partners have been behind the technology innovations transforming entire industries—from banking, healthcare, and government to retail, telecommunications, manufacturing, and transportation. When you're working for a company that shares your values, it's easier to enjoy what you do. At VMware we unite under a core set of EPIC2 Values: Execution, Passion, Integrity, Customer, and Community. Our guiding principle is "innovate in everything". Each day you will be challenged to bring curiosity, diversity, and an eagerness to collaborate toward bold ideas across all aspects of our business. We do it with a spirit of inclusion and trust acting as 'One VMware' to help our customers win. Success in the role over 6-12 months - Within 30 days, you will be getting to know the VMware team that supports your accounts and you. You will get to understand your customers, connect with the partners who support these accounts, get onboarded to VMware’s systems and processes, and to understand and present VMware’s vision. - Within 60 days, developing the activity that supports healthy pipeline and delivers your targets. You will be meeting customers and supporting the development of customer centric value propositions that will transform a customer’s business. You will be in the field supporting and selling VMware’s vision to your accounts with your team. - Within 90 days, you will be creating and supporting a team culture of execution and support of meeting the customer where they are at, purpose, innovative thinking, inclusiveness as well as customer centricity. You will be engaging in community and helping to develop plans for your accounts to support their future direction leveraging VMware’s vision. - From there you will be a key part of the enterprise sales team, facilitating collaborative engagements between partners and customers to support greater revenue streams. Help bring a strategic focus and best practices to support sustainable growth in your accounts. Influencing and aligning resources to support your team and your business to achieve greater outcomes for your clients. You will be developing a plan for yourself and asking VMware how we can support your career journey. The work. Your regular activities will be - Be the front-line account director, building, developing and managing your account base, taking responsibility for driving new business and developing the territory. - Design and implement competitive strategies based on past practice and knowledge of effective sales methodologies whilst creating and implementing a sales strategy aligning with regional and overall ANZ business direction to meet set sales targets within given deadlines. - Regular two-way communication and review with your virtual team regarding their account strategies, forecasts, methodologies and support them through engaging the customer together. - Establish and position VMware as a thought leader in your accounts, drive team collaboration with internal resources such as technical, marketing, and professional services to support customer needs, sales strategy, and overall business growth. - Influence strategy, engagement, channel, and customer interactions. - Evolve engagements between partners and customers to drive incremental revenue, strong relationships and high levels of customer satisfaction whilst maintaining alignment with VMware’s vision - Leverage Value Selling sales methodology including VMware sales tools and process as amended from time to time, to communicate, report, track and manage sales opportunities. - Coach and develop the virtual team to support achievement of quota and bookings - Align and leverages internal and external resources to resolve complex issues through collaboration with the VMware Channel community About the team The hiring manager for this is Angela Cunneen, New Zealand Country Manager who also leads the New Zealand Sales business. She has been with VMware for nearly 4 years but part of the Dell EMC and Dell Technologies organisation for over 15 years and a career in NZ IT Enterprise sales for almost 30 years. Angela brings a focus to customer transformation and centricity, team culture, collaborative partn