VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era. A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.
Communication Service Providers (CSPs) (‘Telcos/Cable Companies’) are looking to adopt virtualization and cloud technologies to transform the delivery of core network services and become providers of rich 5G and IoT services. With a proven track record in virtualization and cloud technologies and services, honed over 20 years of delivering best in class solutions to the Enterprise sector, VMware is ideally placed to be a leading vendor in Telco Cloud solutions for digital transformation and already commands a leading market share in this market segment.
At VMware, we currently have the opportunity within our Telco Sales organization for a Business Development Manager to join our team.
The Telco Business Development Manager is the strategic leader and primary interface technologists and key decision-makers to our first-tier Communication Service Provider customers. You will be expected to build relationships with key executives in our customers and strategic partners, to ensure we work together to solve complex industry problems.
In this capacity you will lead the development, presentation, and positioning of multi-product solutions for customers in the Telco industry and ensure VMware’s roadmap and strategy meets customer requirements.
You have worked in the Telco Cloud ecosystem of Vendors and/or Partners to drive end to end strategy for customers.
Job Role and Responsibility:
You will present VMware vision, strategy and product roadmaps to executives and technical management and illustrate relevant Mobility and Service Provider use cases for VMware products
You will drive the adoption and usage of VMware products within strategic Telco and Service Provider accounts
Develop technical aspects of the sales strategy to ensure alignment with business objectives in Telco RAN and/or Packet Core
You will provide technical leadership and business support for strategic opportunities involving the VMware core NFV, SDDC, SD-WAN, SDN, SDS, IoT, security, and mobile / device client solution sets
You will act as the advocate in driving the customer agenda engaging with internal entities at VMware, including leadership, product, engineering, marketing and R&D groups
You will maintain technical and business knowledge of industry directions, trends, relevant standards, trade associations, industry consortia, etc. and present on behalf of VMware when appropriate
You will maintain working knowledge of applicable competitor products and offerings
You will actively participate in regular professional development, training, and certification activities that are relevant to your job role
You will provide consultative support and collaboration on factory driven development programs, working with product, marketing, support or training organizations representing the voice and point of view of the customer
5-10 years of experience in the Telco industry with a major portion selling to or working directly for companies in the telco or mobile communications, media and entertainment sector(s) in a technical, engineering, or development capacity
Pertinent professional credentials in the field, such as undergraduate and / or graduate degrees or equivalent, professional certifications, etc.
Direct knowledge of and exposure to the technologies, architectures, and products used throughout the networks and operational environment of communications and media service providers
Familiar with 3G/4G and 5G Radio network architecture and ecosystem
Familiar with Radio Access Network (RAN) design and RAN virtualization
RAN Technologies (vRAN, Small Cells, MIMO, Timing and Sync with GPS, IEEE 1588v2)
Understanding of O-RAN industry objectives and architecture.
Understanding of Mobile Private LTE, Small Cell, and Wi-Fi Industry experience
You will have an understanding of Radio Vendor products and their current and future CNF strategies.
Data Center networking, Virtualization, NFV and SDN
Cloud Native Container orchestration via Kubernetes.
MEC and Edge Computing
BA/BS degree or higher
Business level of Japanese and English is required
Enthusiastic self-starter with a friendly demeanor, and the desire / ability to work effectively within a team comprised of a range of personality types, backgrounds, and skill sets
Excellent communication skills, both written and oral are required along with excellent presentation skills and strong customer facing and relationship building skills. The ability to present extemporaneously is desirable
Self-driven and must be effective in working both independently and in a team setting
Strong listening and question based selling skills with the ability to uncover business challenges and develop solutions to tackle those challenges
Ability to demonstrate a history of embracing the EPIC2 values of VMware ([...] and are prepared to lead by example in upholding the positive culture and workplace environment that has made VMware a destination employer
Consultative selling skills and experience
Experience working with virtual teams in order to develop and deliver customer solutions
Category : Sales Subcategory: Business Development Experience: Business Leadership Full Time/ Part Time: Full Time Posted Date: 2021-04-12
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