Sr vAccount Manager Job

Job details

Job Location: Melbourne, Australia

General Summary

VCE is in growth phase, and has the benefit of a start-up environment, in-demand enterprise technology solutions and stable, blue-chip parents. As such we require individuals with an entrepreneurial, can-do attitude who will relish the opportunity to work in what may be in the near term, a highly unstructured and fast moving environment.

This rapidly growing organization is in need of a highly motivated individual who looks forward to doing whatever it takes to help us grow our business to consistently meet goals, hit quotas, and beat the competition.

The vAccount Manager s’ role is to identify, engage and close target clients, becoming a trusted advisor and the principle commercial point of contact. Due to the complexity of the environment, key relationships will be needed to be nurtured at multiple points within client organizations, VCE’s commercial and technology teams, as well as other participants within the VCE project group – VMware, Cisco, EMC and external SI Partners.

The vAccount Manager will work closely with a ‘partnered’ vArchitect to build and maintain strategic relationships within nominated target clients, sectors and geographies

Responsibilities

• Provide value to the field sales team in
  the area of VCE strategy, offerings, sales, delivery capability overall
  performance and execution of the VCE business plan. Guides practice and field
  sales to effectively position solution and provide overall governance review
  and approval for new business opportunities. Ensure the field understands,
  applies, and executes upon the offering standards. Global Practice liaison to
  review and make recommendations to approve binding contracts with partners and
  customers
• A senior services professional who has demonstrated an ability to lead based on
  experience, knowledge, passion and competence. Works closely with Group sales
  and VCE delivery teams to assist in opportunity qualification, development
  process for prospective clients to include requests for information, proposal
  and presentation development, as well as developing and maintaining sales
  content for use in business development activities.
• Extensive coordination with finance to ensure cost proposals, cost models, rate
  structures and profit margins are correct, current and in compliance with VCE
  standards. Builds and maintains relationships with various VCE organizations to
  further influence and create issue resolution in order to facilitate viability
  of overall Practice
• Facilitate the development of value propositions to include; creating content
  and graphical concepts and ensuring that all projects meet deadlines while
  maintaining the highest level of accuracy and quality. Responsible for overall
  service design, delivery models, service level agreements, and cost structure.
• Participate in lead qualification process by working with the Sales lead and
  pursuit team lead throughout the process. Serve as the content, review and
  approval liaison for VCE inclusive of the development of service offering
  material, develop and maintain core capabilities presentations, account
  write-ups, and best- of-breed solution offerings.Provides direct support to sales efforts by incorporating both client-related
  and operational support. Develops Service and Product Utility cost models,
  manages change control process, oversees, coordinates and finalizes proposal
  content. Participates or leads client proposal presentations.
• Delivers presentations to executive level clients and Sr. Leadership.
  Thoroughly understands and articulates VCE technical direction, capabilities
  and business solution to clients. Continuously improve knowledge of VCE
  capabilities its business partners, and competitors. Study customer
  requirements; identify trends and present future opportunities to leadership.
  Work creatively on complex problems, and possess outstanding communication
  skills that are complemented by presence and judgment.
• Ensures value proposition meets the customer's requirement and can be delivered
  within the proposed scope. Responsible for overseeing highly complex projects,
  participates and may lead a specific portion of the Sales responses to clients,
  such as financial or technical detail, and defines the services provided by
  supporting business units.
• Responsible for account and/industry analysis, complex problem resolution, and
  communications between client, Sales and VCE management. Designs, develops and
  delivers reports to senior leaders and executive level clients. Leads complex
  Sales support and business development projects as needed. Works with business
  unit leaders to design, develop, package and communicate the services that an
  account or business unit performs and can deliver to clients. Identifies,
  evaluates, recruits and manages resources to meet proposal budgets and cost
  projections.

Qualifications

• Proven track record in high-value enterprise technology deal management with additional territorial responsibility.
• Commercially and financially credible - able to express value propositions and cost benefits.
• Charismatic with strong leadership skills - able to influence, motivate and direct a workgroup/virtual team.
• Technical aptitude - capable of comprehending and communicating technology concepts.
• Excellent communication skills - fluent spoken and written English is a prerequisite, additional languages an asset.
• Process oriented - able to prioritize projects and deliverables.
• Self motivated, enthusiastic and positive attitude.
• Business expertise in relevant technologies/services - Cloud
  Computing, Virtualization, Networking Solutions, Data Centres, Storage,
  Compute/Server, Managed Hosting Services, Software-as-a-Service/SaaS,
  Platform-as-a-Service/PaaS, Automation Systems/Tools.

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Job ID: 117651BR

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