Pivotal
is recruiting for an Australia and New Zealand (ANZ) Country Manager
who will report into the Pivotal Vice President & General Manager,
Asia Pacific Japan. This is a once in a lifetime opportunity to be part
of building a company and changing the IT landscape. Pivotal is a
well-funded start-up with phenomenal leadership and a very large market
opportunity.
You need Enterprise software experience and possess
the ability to take the business to the next level. You will have
experience in delivering superior results and building a high performing
team. A self-motivated person, with strong leadership skills,
integrity and ability to build relationships is required.
Specific Responsibilities
Provide Leadership and Directions to Pivotal ANZ team in line with Pivotal APJ and WorldWide goals and objectives
Collaborate with teams to align to ANZ Pivotal Goals and Objective
Strategise mso-fareast-language:EN-US;mso-bidi-language:AR-SA">market plans to rapidly grow business and brand awareness
Deliver on quarterly and yearly sales targets
Drive, support and manage relationships between the key stakeholders
Effectively influences at many levels including CXO’s
Responsible for managing environment suited to instill best practices across all key Accounts
Negotiator – can reach appropriate resolution in many varied situations without damaging internal or external relationships
Ensures high post-sales satisfaction that enables repeat business with customers
Drives enterprise Account Manager behavior through corporate mandates, coaching, and sales relationship alignment
Grow and develop a Partner and Alliances ecosystem
Build a high performing work force through recruitment, training and coaching
Sales Management
Manage the sales team ensuring each Account Manager achieves their assigned quota
Allocate resources to opportunities and territories
Drive business Development activities that identify and qualify pipeline to a minimum of 3X quota
Forecast, track and manage revenue
Manage major deals to successful conclusion
Management of license, Professional services and support revenues
Make direct sales calls to Executives in Prospects and Customers
Manage activity rate of sales team (calls, demos, presentations, proposals)
Select key potential performers and actively recruit for headcount objectives
Manage direct sales targets and Partner sales targets
Strategic Thinking & Execution
Proactively develop and maintain leadership strategy in the following areas
Growing revenue with the channels
Drive Solutions for the market
Develop Go To Market Plan for the markets
Competitive strategy at the sales, channel and market level
New partnerships – System Integrators, Service Providers, Alliances, ISV’s
Growth of services revenue
Operational Excellence
Target, quota, forecasting accuracy
Pipeline management
Sales Force discipline
Contract execution of key partners
Order processing and tracking
Management – use of Pivotal management tools for performance management and growth.
Experience
Typically requires 15+ years of professional experience and 10+ years
diversified leadership, planning, communication, organization and people
motivation skill (or equivalent experience)
Software experience mandatory
Domain knowledge in Analytics, Databases, Application Development, Open Source and Cloud technologies highly regarded
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