Act Essentials Lead, Apj

**Role**: Orchestrates resources, drive program adoption, coaches, advises and enables sales teams on our core value-based selling strategies. Coaches, drives and leads key pursuits to closure. **Expertise in**: - Enterprise Sales - Value based selling - Link business priorities to IT - Articulate Savings and Value - Guide C-level customer journey - Program management **Business Summary** The Application Cloud Transformation (ACT) Group collaborates with our major customers in the Strategic Sector to create transformation strategies and business cases. With former C-Level and industry consultants in our ranks, we are authorities on uncovering hidden barriers, finding opportunities, and formulating meaningful IT transformation plans. The team exclusively engages Directors, C-Level executives in APJ and work with our Customers to help them navigate the people, process, and technology challenges of Digital Transformation. The ACT Essentials Program Director, reports to the ACT Leader within the APJ Geo_. The role based in Singapore _is focus is on the APJ Corporate market and will promote adoption of ACT (Dream Bigger) sales tools, resources and VMware solutions into a defined set of Corporate accounts of VMware’s business. This exciting strategic role combines the competencies of strategy consulting, executive engagement, deal structuring and leading projects. **The Elevator Pitch: Why will you enjoy this new opportunity?** At VMware, we are committed to helping our people grow professionally. Our talented employees exemplify our shared values and continue to drive our company to new heights. We are a team that is focused and obsessed with our customers’ success. We work with a mindset of “Dream Bigger” in everything we do. We lead with confidence and an outcome focused approach. **Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?** In the first 6-12 months, you will focus on: - Setting a 90-day plan of embedding yourself in the business - Focusing on the VMware value proposition and vision for the ACT business - Setting an SME focus that you will become the "go-to" for ACT Essentials tools, assets and tailored coaching - Understand and immerse yourself in the Global ACT Essentials program levers and content - Developing trusted relationships with your internal account teams - Managing “virtual” resources within the APJ region to accelerate the adoption of ACT Essentials - Initiating and setting goals for programs according to the strategic objectives of the organization **The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?** Your role combines strategy consulting, deal structuring, and _enterprise _sales_. You will facilitate cross-functional sales and account teams on high-profile engagements, executive presentations, and workshops, and educate VMware account teams on best practices. As a ACT Essentials Program Director your role will be impactful, visible, and rewarding. **Required Skills**: - Experience developing and growing ‘C’ Level relationships - Making value based proposals and closing deals across markets in APJ - Enthusiastic self-starter with an outgoing personality - Comfortable working both independently and with a team with strong influencing skills - Strong customer facing and relationship building skills - Growth Mindset - Experience in managing staff of different disciplines to produce results in a timely manner. - Experience developing Transformational Solutions to meet business needs - _ At least 10 years of experience handling Enterprise accounts_ - Robust understanding of the typical buying process in Enterprise/Corporations - _ Good understanding of the procurement process and contract vehicles for Enterprise clients/corporates_ - Understanding of the financial and technical challenges faced with running modern day IT operations - Excellent organizational and leadership skills - Consultative Selling Experience - Naturally motivated and driven - Ability to communicate and simplify complex topics - Technical and Business writing and presentation skills - Presentation skills including public speaking, meeting facilitation and white boarding - Project Management - Languages: English at professional level, _with Mandarin as an added advantage_ Desired Skills - _ Master’s degree or equivalent experience a plus_ - Understanding of VMware’s Solutions and Services - Passion for lifelong learning **Where is this role located?** Role is based at VMware office in Singapore with flexible work arrangement and will be a mix of working from a local VMware office and remote depending on your preferences and the arrangements determined with your future manager. Travel Requirement: As you are expected to cover strategic accounts across APJ, _you are expected to spend up to 25% time in travel._ **What are the benefits and pe