Strategic Account Director

**Role: Strategic Account Director**

**Location: Singapore**

**Why will you enjoy this new opportunity?**

We are best positioned to provide the software platforms and infrastructure for this distributed, Multi-Cloud world. We have the core building block technologies, open-source experience, and enterprise expertise. Customers trust us and we have the track record of already solving the challenges of heterogeneity in their environments. They are familiar with and love our tech. We are the platform for 75+% of their workloads in the datacenter. As a standalone company, we can now serve as a neutral trusted advisor to CIOs, Dev team leaders and CTOs. We are a team of 37,500 strong, working together to drive multi-cloud innovation for our customers while collectively helping the company transform. Our 350,000 enterprise and business customers (which includes 98% of Fortune 500) rely on VMware to make their digital transformation possible. In this journey you will love selling for one of the most highly regarded brands in the IT and Cloud Services industry.

We are looking for an experienced successful Strategic Account Director to join our Enterprise team in Singapore at VMware. You will bring passion, drive and a genuine customer first approach to help our enterprise customers achieve their digital transformation goals.

You will own the customer engagement whilst orchestrating a team of specialists to identify, develop and deliver value-based opportunities benefitting the customer and VMware.

Your efforts will help to establish VMware as a critical business partner, building a sustainable reputation around our technology solutions and in the way we do business.

You will work on some of the largest Manufacturing, Consumer, Financial Services enterprise businesses in Singapore. Each customer will bring a variety of challenges and opportunities, demanding all of your skills and experience to engage across stakeholders and business processes.

**Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?**
- Making an impact early at VMware relies on 3 core elements. Establishing relationships with colleagues, customers and partners; building solid knowledge and understanding of our technologies; and navigating the sales processes and best practices within our teams.
- You will be managing customer opportunities from day one, in collaboration with your virtual team, and be expected to build and sustain a pipeline of business across customer accounts, leveraging the full breadth of the VMware solutions portfolio. By the end of your first 12 months at VMware you should have established a significant presence and impact with both your customers and the colleagues with whom you work.

**What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**
- A Strategic Account Director has up to 5 Enterprise accounts, and you will be sharing your deep expertise of optimizing complex software solutions with customers.
- Successful Account Directors maximize their time with customers, engaging in their business and exploring ways in which VMware can deliver solutions. You will set a regular cadence for engagement with the range of stakeholders, including quarterly reviews and executive briefings. You will cover a breath of stakeholders from department managers up to the c-suite executives.
- Your individual customer account plans will establish a foundation of intelligence and insight for both short-term tactical sales opportunities as well as long-term strategic success. Excellent written and verbal communication skills and an overall consultative approach will set you apart from competitors.
- You will seek to build deep understanding of the customer landscape through great discovery activities and in building robust roadmaps for sustainable customer partnerships. The VMware way of selling incorporates a number of technical, financial and value based tools that all Account Directors are expected to master and leverage to the full.
- Internally, you will work with specialists from across each of our technology areas to identify and develop value based solutions for your customers. You will be expected to deliver high standards of customer account management practice including opportunity management, pipeline development and performance reporting.
- As part of a team your contribution is key to sharing best practice and building industry wide success stories for the wider business to learn and leverage.

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

Strategic Account Director will be reporting to Brenda Yeo, Sales Director, Enterprise in VMware Singapore. Brenda brings with her over 20 years of Core Account Management, orchestrating deals in Managed Outsourcing, Solution Selling, Application and Platform Software and Cloud Solutions.

She leads an enter