Account Director (Remote)

Job Description:

Account Director Government Accounts (INDIA)

The Elevator Pitch: Why will you enjoy this new opportunity?

If you love building deep relationships with customers and seeing how technology can help them transform their business this Account Director position for Corporate Accounts in the German speaking part of Switzerland will allow you to exactly do that. You will bring passion, drive, and a genuine customer first approach to help our corporate customers achieve their digital transformation goals.

Broadcom Inc. is a global infrastructure technology leader built on more than 60 years of innovation, collaboration, and engineering excellence. With roots based in the rich technical heritage of AT&T/Bell Labs, Lucent and Hewlett-Packard/Agilent, Broadcom focuses on technologies that connect our world. Through the combination of industry leaders Broadcom, LSI, Broadcom Corporation, Brocade, CA Technologies, Symantec’s enterprise security business and VMware, the company has the size, scope, and engineering talent to lead the industry into the future.

VMware by Broadcom is going to further enhance and consolidate its rich portfolio of technology solutions into the new IT platform called VMware Cloud Foundation, the software stack that serves as the foundation of private and hybrid clouds. Incremental to Broadcom’s investment in VMware Cloud Foundation, VMware is offering a rich catalog of services to modernize and optimize cloud and edge environments, including VMware Tanzu to help accelerate deployment of applications, as well as Application Networking (Load Balancing) and Advanced Security services, and VMware Software-Defined Edge for Telco and enterprise edges.

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 (Pan India). 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 doing? What 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 departmentel 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.
• You will be part of the overall Swiss Sales Organization, which is highly motivated to work and collaborate as a team to achieve sustainable success within the Swiss Market.