VMware Director Public Sector APJ in Singapore, Singapore
The Director for the Public-Sector will guide VMware’s key Global and Strategic Accounts into operating a digital business. The key aim is to elevate VMware’s impact on customers’ digital agenda in this sector. This responsibility includes meetings with key Customer Executives, presenting in industry events, thought leadership in the market, and establishing credibility for VMware and within VMware’s product and solution teams. This is a senior role designed to shape VMware’s go-to-market within each functional area. The role will have three main areas of focus: customer facing, market leadership, and strong interaction with different stakeholders inside VMware, including product teams.
Assist account teams to develop Public-Sector content and relevance, to enable CXO and senior Lines of Business conversations
Develop industry specific sales content for internal VMware use
Develop and support, jointly with the global and Strategic account sales and pre-sales leaderships, strategic initiatives and programs
Work with VMware marketing teams to present an industry point of view and as well as VMware’s value proposition to the industry
Create content that outlines industry trends, challenges, and opportunities for VMware
Utilize experience to document use cases and scenarios for use by VMware product teams
Guide and collaborate with VMware Product Management team on future state needs as well as on innovative ideas to monetize opportunities for VMware across the Public-Sector industry
Actively engage on a quarterly basis, with the global/Strategic accounts sales teams by providing thought leadership and working on account strategy and planning, project and program management, enablement, etc. This includes:
Work closely with VMware’s Global/Strategic Account Pre-Sales organisation to support demand generation activities as well as sharing of industry whitepapers and customer success stories
Drive customer referenceability
Develop joint case studies with customers
Launch and run a Customer Advisory Board program for our Public-Sector customers
Launch and run an Internal Advisory Board program with VMware internal stakeholders to elevate and enable the wider VMware organisation on industry trends, challenges, opportunities and case studies.
Engage with strategic SI/SOs, partners and 3rd party vendors, in the Public-Sector space to explore joint ventures and go-to-market opportunities for our Public-Sector customers
10 - 15 years of experience in IT sales for the Public-Sector industry, or from working in one of the Consulting houses.
Strong consultative mind-set and ability to uncover business challenges
Excellent interpersonal, verbal and written communication skills coupled with possessing strong leadership and problem-solving abilities.
Strong customer-facing and executive presence, coupled with excellent relationship building skills
Strong business accumen and strategic sales skills
Ability to lead, orchestrate, guide, mentor and motivate, particularly at international level
A holistic and detailed understanding of IT and how technology can accelerate business growth whilst also being vulnerable to security threats and breaches
Seen as Industry thought leader with in-depth understanding of the trends, opportunities and impact of technology to the Public-Sector industry
Thrives under pressure and able to work in fast face and dynamic environment
Ability to self-manage multiple priorities and deadlines coupled with objection handling
Compliance/Security knowledge preferred
BA/BS degree required
- Estimated travel of between 30% to 60% locally and internationally, depending on needs of customers and VMware sales teams
VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.