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Business Job Title  : Director Telecom & Media

Location: Delhi/Mumbai

Job Description

• Meet & exceed Telecom and Media India Sales and Booking target.

• Must have worked in the region for at least 5  years in a Manager/Leadership role.

People management role leading a team of Sales Professionals working in the Telecom and Media space for India market

• Leading the team to manage the end-customer revenue for accounts in Telecom and Media Vertical

• Development of long-term strategic business plan as well as quarterly tactical plans to execute business.

• Timely monitoring of Sales team Business performance and working with the category / AP teams to ensure adequate support

• Working with Partners to drive Feet on Street Sales resources in the region. Cross-functional Coordination with other teams like Marketing, Channels, etc to grow the business.

• Analyses and understands of win/loss results for owned accounts.

• Works with and leverages external partners to deliver sales

• Responsible for achieving/managing quota based on guidelines

• Ensure timely and accurate forecasting for the region.

• May provide technical assistance within selling process

Education and Experience Required:

• With at least 15 years of sales experience.

• Should have at least 7 - 8 years of Telecom account Management experience 

• Must have handled at least 5 sales people as a sales manager.

• Detailed knowledge of key Telecom customers on given products

• Good communication Skills, preferably with Engineering and management education background

Knowledge and Skills Required:

• IT awareness and solution development capability.

• Can differentiate between own offerings and what competitors offer using marketing information

• Applies specialized knowledge to assess client's business and identify opportunities to extend current business in the account.

• Ability to provide account planning support to sales team.

• Negotiation skills and ability to frame the value proposition for the customer.

• Excellent presentation skills

• Be able to utilize resources effectively in or order to pursuit revenue generating opportunities in the account.

• Develop knowledge about product and services to be able to sell transactional.

• Ability to prioritize and drive strategic sales activity on a product and services basis.

Critical Competencies to Drive Business Results:

Telecom and Media Account Prospecting

Aggressively prospects for opportunities in Telecom and Media accounts and shapes offers in pursuit of new business

Territory-Driven Prospecting: Aggressively prospects for opportunities in assigned territory and shapes offers in pursuit of new business opportunities

Account Acquisition & Leadership: Establishes confidence in VMware’s account management and ongoing ownership of customer satisfaction in partner-driven deals

Deal Advancement & Closing: Negotiates and drives deals to ensure successful closes and high win rates

Collaborative Pursuit:

• Assists and supports value-oriented partners in effectively preparing for and pursuing deals Pipeline Management

• Builds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near- and long-term opportunities

Resource Optimization:

• Applies partner and internal resources effectively and efficiently to advance sales opportunities Solution Acumen

• Demonstrates comfort with IT and/or industry, solution, product, service knowledge -- easily integrates/applies these perspectives to solving business needs

Influencing:

Demonstrates the ability to lead, manage or enlist the support of others in the absence of formal authority

Priority Setting/Time Management:

Demonstrates time management sensibilities when scheduling, allocating and prioritizing commitments

Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Work From Home: No
Posted Date: 2020-03-26

Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

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