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Enterprise Account Director - Government & Media

THE MUSE - Sydney, NSW

Any Industry
Source: uWorkin


As an Enterprise Account Director, you will be responsible for developing and closing business with accounts in the region which represent significant opportunity both strategically and from a revenue perspective to the company.

This role specifically will look key accounts. Your ability to coordinate internal stakeholders and take the entire VMware virtual team on a journey is critical in this role. A high degree of collaboration skills and the ability to manage via influence will you succeed here.

Using well-developed people skills in consultative selling you are confident in engaging key partners in the customers business from practitioner to C level, both within IT and business units. The EAM discovers the customers business issues and develops a strategic plan to address them by working in partnership with VMware in the short and long term. The Account Director articulates this back into VMware and using the cross functional virtual teams within VMWare to define and execute on a sales strategy that delivers revenue and business outcomes.


Build pipeline in allocated accounts (both existing and prospective), ensuring the healthy balance of sales stage maturity required to consistently deliver in the current quarter and the longer term.
Create a detailed strategy for each account to position and sell VMware key product priorities.
Collaborating with the VMware Channel community to ensure early engagement and strong alignment and in some cases use as part of a virtual sales team
Regular two-way communication and promote team collaboration with internal resources such as technical, marketing, specialists and professional services on the needs and business issues of the customer, the sales strategy and status, acting as the primary driver of business in allocated accounts.
Utilise Value Selling sales methodology including VMware sales tools and process as amended from time to time, to communicate, report, track and run sales.
Create and maintain Account Plans for all major customers
Create an executive peering plan for allocated accounts and as required prepare effective executive briefs in a timely manner.

Education and Experience

Min 8-10 years technology related sales experience
Tertiary qualification in Business (or similar) or equivalent commercial experience
Experience of working in a matrixed organization
Validated ability to engage at C-level for the purposes of solution selling, establishing peer relationships, articulating strategic vision
Experience operating in a Channel driven sales environment with complex global alliances
Consistent track record of achieving business objectives including revenue goals, in a highly high-reaching environment, working with commercial and enterprise clients
Experience selling platforms that deliver specific business value to customers
Experience in maintaining relationships and influence within a customer and with external third parties that formulate a customers critical thinking and actions
Strong experience leading a multi-functional team in complex engagements