Account Director

You will work on some of the most important Government customers in INDIA. 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

• You will be managing customer opportunities from day one, in collaboration with your team, and be expected to build and sustain a pipeline of business across customer accounts, leveraging the full breadth of the VMware by Broadcom solutions portfolio.
• Making an impact early at VMware by Broadcom relies on 3 core elements. Establishing relationships with colleagues, customers, and partners; building solid knowledge and understanding of our technologies and customers business; and navigating the sales processes and best practices within our organization.
• You will work on certain set of top Government accounts (East Region). Each customer will bring a variety of challenges and opportunities, your primary purpose will be to identify how VMware solutions can solve those challenges and increase the customers adoption and consumption of the software.
• By the end of your first 12 months at VMware by Broadcom you should be seeing 3x growth of pipeline, increase in monthly occurring revenue per customer, and a significant presence and impact with both your customers and the colleagues with whom you work.

The Work: What type of work will you be doingWhat assignments, requirements, or skills will you be performing on a regular basis

• A Government Account Director is typically responsible to manage large Government customers. You will be sharing your deep expertise of optimizing complex software solutions within the business context of the customers.

Successful Account Director s maximize their time with customers, engaging in their business and exploring ways in which VMware by Broadcom 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 departmental Heads up to the c-suite executives (CMD, Chairman etc).
• Your individual customer account plans will establish a foundation of intelligence and insight for both short-term tactical sales opportunities but more importantly 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 by Broadcom way of selling incorporates several technical, financial, and value-based tools that all account managers 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.