The Business Development Manager for the Telco & Edge Cloud Business Unit is responsible for developing new and existing business opportunities for VMware’s portfolio of Telco Cloud, Automation, AI / Analytics, and Assurance products in APJ for the Telecommunications vertical market (primary Tier 1 and Tier 2 mobile providers, with a secondary focus on cable & wireline providers).
This position will engage with our most strategic service providers to Envision, Build, and Launch new converged fixed / mobile services that have our solutions designed into the fabric of the service.
The position requires this individual to work closely with, and in support of, the VMware core Telco Global Account Sales Teams by coordinating and executing a joint sales strategy and sales approach leveraging VMware’s Telco Business Unit resources and expertise.
This extended team approach is driven to a common goal of developing projects to grow revenue for Telco & Edge Cloud Platforms, Products, and Solutions, ensuring accounts are developed, agreements are executed, and deployments initiated in a coordinated and systematic manner across the cross-functional teams.
The role’s primary focus is on the APJ region.
Provide overlay sales and business strategy support and solution, business domain expertise to the EMEA VMWare sales teams as needed.
Key areas of contribution will include :
Lead execution of strategic sale motion that drives the insertion and adoption of new emerging platforms, products & solutions from the Telco & Edge Cloud Business Unit.
Strategy market research and sales strategy analysis for Intelligent Cloud, Automation, Analytics, and Assurance in their target market.
Maintain joint business scorecards across the TEC (Telco & Edge Cloud) team and field sales teams. Assist field sales teams to develop longer-range joint initiatives or ventures that require mutual investment from VMware and key customers.
Exec relations support field Telco sales management to maintain senior relationships in key accounts.
Industry Evangelism speaking at regional trade events, working with marketing on community development events, regional analyst relations, blogging, etc.
Workshop ideation & facilitation design, organize, and facilitate workshops with business decision-maker executives and managers across the journey of envisioning new service opportunities to accelerating the GTM co-marketed solutions.
Field Enablement development / delivery of value positioning, collateral, and sales readiness training necessary to support field sellers to effectively sell into the target accounts.
Working with the TEC Field Readiness team to develop and deliver sales and technical enablement.
Tracking and Report working across region on pipeline curation, forecast accuracy, and dashboard reporting.
Experience Required :
Minimum of 3 years relevant experience selling to mobile network operators, RAN operations, RAN planning, RAN engineering or mobile device certification / management.
10-15 years of experience in business development and business strategy consulting in Telecommunications for both mobile and wireline.
Confirmed experience selling complex technical solutions into wireline / wireless service providers including Service Assurance, Experience, and Analytics inclusive of AI & ML technology domain expertise.
Experience coordinating matrixed virtual teams of field professionals (Sales Executives, Field SE’s, Inside Sales, Field Marketing, Services, etc.
in strategic planning and large account selling
Consistent track record of successful business development in a highly competitive environment
Consistent record of post-sales engagement management, driving from sale to the initiation of deployed solutions
Desired areas of experience :
IT Operations Management (ITOM) or Operations Support Systems (OSS) or Network Performance Management or (NPM) / Application Performance Management (APM), or core mobile network services, plus AI / ML experience and SD-WAN preferred
Minimum of 3 years business development experience engaging with service provider product management to envision / build / launch new business services.
Education / Experience :
Undergraduate technical degree or equivalent experience