Global Account Director

**Global Account Director - Singtel Group**

**Business Summary**:
VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 Enterprise and SMB customers to thrive in the Cloud Era. A pioneer in the use of virtualization and cloud technologies, VMware simplifies complexity across the entire data center to the virtual workplace, and the network, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace. Our team of 34,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back.

Communications Service Providers are adopting virtualization and cloud technologies to transform the delivery of their services and become providers of rich 5G, Edge, and IoT offerings. As the pioneers of virtualization and cloud technologies, honed over 20 years of delivering best in class solutions to the our worldwide customer base, VMware is well placed to be a leading vendor of Telco Cloud solutions for network and IT transformation in CSP environments, and already commands a leading market share in this segment.

The VMware Global Account Program serves approximately 100 of VMware’s largest customers. These premier accounts are managed by a team of experienced Global Account Executives, with the objective to establish a significant VMWare footprint in the largest and most influential corporations worldwide. Our selling is focused on our customers primary business initiatives and connecting our value to our customers business value. Our Value Selling strategy is the investment of time, talent and technology from VMware and our partners to invent (transform) our customers business for their benefit. This strategic objective is being accomplished using highly focused and experienced account management, marketing, and engineering teams, as well as substantial executive level engagement.

**Role Brief**:
Reporting to the APAC Telco Head, and a key part of the Global Telco Sales vertical, this Global Account Director role will be dedicated to a single telco account and will have principle responsibility for the Singtel Group worldwide. This business leader will own the overall account strategy and management including the creation and execution of a business-outcome based strategic account plan, goal obtainment, and revenue growth. This will be achieved by leading a matrix management of sales, specialist, and partner resources, to ensure value-added benefits and deeper plus wider reach into the customer. The Global Account Director will serve as the executive contact across the customer on behalf of VMware, communicating VMware’s unique value. They must maintain a peer-level relationship and trusted advisor status at the C-suite level of their customer.

**Role Responsibilities**:

- Responsible for the master strategy for the global strategic account and ensures the strategy is executed
- Oversees and implements business case and value selling strategies which align the customer’s needs (up to the C-Suite/Board), to VMware solutions and services
- Manages tactical business while investing in larger, longer term strategic opportunities
- Constructs and sells large multi-product, integrated solutions and services utilizing strategic partnerships which drive business outcomes
- Maintains high touch and trusted advisor status with the customer
- Delivers operational excellence in the day to day running of the account, through owning the accurate forecasting of the Singtel business globally, opportunity management and pipeline build, and representing the Singtel account on sales cadence calls
- Act as an inspired leader and sales coach 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
**Required Skills and Experience**:

- At least 10-15 years of experience in technology sales, including software / SaaS
- Previous experience in regional sales roles across multiple geographies and time zones
- At least 10 years of experience selling to Service Providers with meaningful relationships towards a range of key decision makers across the customer organization
- Proven sales leadership in a global software organization with matrixed sales management responsibility, experienced in driving and closing large complex deals
- Sales of Service Provider related technologies and offerings including 5G, Core, RAN, Edge, IoT, SD-WAN, SDN, SASE, Security, Orchestration, Assurance, etc.

**Preferred Skills and Experience**:

- A history of selling to Singtel in Singapore, and its affiliates internationally
- Established and referencable relationships with key customer contacts
- An understanding of, or experience with, VMware technolog