The Synergy Director (SD) will be the trusted advisor to CIO’s/Senior Decision Makers within an identified set of strategic VMW/Dell EMC synergy focus accounts. In lock step with the Dell EMC and VMW account teams, the SD will translate the customers’ business needs into opportunities best supported through the Dell Technologies family of businesses. The SD will be responsible for orchestrating the short and long-term strategic approach for the customer and collaboratively harness and manage all necessary resources to achieve customer and VMW business objectives.
Secondary Responsibility: Secondary role is to assist the Senior Director of GEH Strategy & Planning, DET, with the deployment of 1) programmatic strategy and execution to drive synergy funnel across Dell EMC Americas SLED, 2) aligned enablement of Dell EMC and VMW teams, 3) DFS and contract strategies and other programs designed to scale the VMware revenue synergy through the Dell-EMC Americas SLED business.
Core Objectives:
Meet/exceed attainment against quarterly VMW booking targets and MBOs (Management by Objectives).
Disciplined forecasting, pipeline measurement/campaign measurement for balanced portfolio growth, reporting of results to the VMW and Dell EMC stakeholders
Create and nurture positive VMW relationship within account set resulting in favorable NPS/customer satisfaction scores.
Serve as the trusted advisor to customer executives and establishes strategic-partner status within their accounts.
Develop, document, communicate and lead the execution of the strategic account plan to all constituents.
Communicate organizational and functional strategy and translate it into goals.
Responsible for working with VMW & DELL EMC teams to identify the appropriate coverage model & resourcing levels for their accounts, and effectively coordinating extended team resources to deliver a positive, accretive customer experience and business growth
Engage with Product Group leaders and other key business stakeholders, including Finance, Legal, Marketing, SE, Deal Desk, etc. at VMware and Dell EMC to align on business goals and provide feedback on what will be required for successful execution against our bookings targets.
Actively work to identify and remove obstacles that create friction in the joint selling process between VMware and Dell EMC.
Serve as the executive spokesperson for VMW at both 1-1 Executive and 1-Many Executive events or internal Dell EMC events
EXPERIENCE / QUALIFICATIONS
This position requires an accomplished, hands-on, strategic account sales leader with a record of accomplishment of outstanding sales and operational results within the high technology sector. The SD must thrive in a fast-paced environment and possess an excellent relationship-building style
The preferred candidate will possess an understanding of the education & government market(s). Direct work experience within the vertical sector is a plus.
Additionally, the successful candidate must possess:
7+ year’s measurable quota carrying experience in a strategic account/set
Experience working in a matrixed, complex, fast-moving and constantly changing sales environments within an extremely competitive market.
Practical understanding of virtualization, big-data, security, data storage, private cloud and hyper-converged solutions, as well as the solution’s value when mapped to an account’s business needs.
Track record of consistently out performing business goals (revenue, margin, product mix)
Strong negotiating skills to close opportunities
Highly trusted individual who maintains and expects high standards for self and team
Exceptional leadership skills with the ability to create and drive vision across an organization with authority
Strong interpersonal, written and verbal skills, which enable confident and credible communication at all levels within the DT family of companies, customers, partners and vendors.
Proven strength in inspiring others to succeed. Leads with focus and teamwork to accomplish goals. Demonstrable skills in leading teams to success when not all parts of team agree on the process, able to make tough decisions.
Track record of effective conflict resolution
Educates and guides extended team through clear direction, partnership and communications.
Bachelor’s degree required, postgraduate degree a plus
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