Senior Account Manager - Alliances (APJ)

Job description

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Founded in 2013, Pivotal Software, Inc., combines our leading cloud-native platform, tools, and methodology to empower the world’s largest organizations to adapt to change and build great software. Our technology unleashes developer productivity, while fulfilling our mission to transform how the world builds software.

Job Summary
Pivotal is seeking a world-class salesperson with experience selling consulting services or IT solutions into the top level CXOs, CIOs and CTOs. As a Partner Sales Manager at Pivotal your objective is to grow Pivotal’s business in APJ via partners. You will be to recruit, develop, manage and grow existing and prospective business partner relationships in APJ to cover all product and service arena. The position will have to look after strategic alliances such as Google, MSFT to help them adopt PCF2.0 as their platform of choice to help increase the consumption of their cloud Iaas infrastructure and manage Global SI relationships such as Accenture and Cognizant.

Job Responsibilities

• Implement Pivotal unique business partner program in collaboration with Pivotal APJ Partner Director and his team. Promote the program to selected, key strategic business partners in APJ. Pivotal partner program may include Microsoft reseller agreement, co-sales & co-marketing program, partner certification and enablement.
• Develop and execute partner strategy to achieve and exceed individual software license and services quota responsibilities. Forecasting, lead/business pipeline management and mid to long term business partner sales planning efforts are required disciplines.
• Lead multiple partner deals sales cycles and close the deals with partners effectively (i.e., hunt opportunities by yourself versus just taking partner’s support request at Pivotal side)
• Promote marketing and PR activities regarding Pivotal partner business in APJ collaborate with marketing team in Pivotal and/or outside marketing agencies in APJ
• Collaborate with Corporate and APJ alliance partnership team effectively. The person is reporting to Pivotal APJ Partner Director
• Prior experience collaborating with large/regional partners and understands the new dynamics of how big Cloud players operate in a digital transformation era
• Discuss joint business plan with business partners and get mutual goals. Design partner enablement program along with partner needs and deliver it with related team in Pivotal. Proactively support business partners to promote Pivotal products and services to the market and strategic partners like Microsoft, Hortonworks etc.
• Quickly learn Pivotal software products and clearly communicate our value proposition to business partners
• Manage effective working relationships with Account Executives, Field Engineers (pre-sales), Consulting Professionals, Pivotal Labs, APJ/HQ senior leaders in Pivotal
• Develop strong relationships with key decision makers including C-level executives, influencers of business partner companies
• Hunt for new business partners. Propose partner program, get signed, provide enablement, and lead co-sales and co-marketing to develop an incremental revenue for Pivotal

Requirements

• At least 15 years of enterprise sales experience in APJ, ideally with 5+ years successful software sales experience with focusing on enterprise solutions selling in one or more of the following: Cloud (PaaS), BigData, Cloud Native Apps and Open Sources
• Intellectual curiosity - a bright self learner who is challenged by innovative technology
• excellent communication skills, combined with very strong presentation skills and ability to clearly articulate a point of view
• Entrepreneurial spirit or experience working in a fluid (e.g., start up) and in a team environment
• Very strong work ethic (persistent, tenacious, ability to multi-task and go the extra mile on a regular basis)
• A team player, always putting team before self
• Strong understanding of how to grow an under-developed market and proven track record of increasing revenue through new partner and customer acquisition
• Familiar with contractual things: Partner agreement, reseller agreement, vendor registration, procurement contract, quotes, license/service contract etc. Those should be handled by business partner sales directly
• Proven ability to sell to CXO and lines of business within large enterprises; ability to understand industry trends and business environments to successfully sell the business value vs. packaged product
• At least 5 years of dedicated partner sales experience or selling via partners, ideally with new partner program launch experience toward large-scale business partners in APJ. Not only handle partner transactions from contractual/ordering process, but also the experience which train/enable partner by himself/herself and promote joint sales to end-user companies are required
• Able to close large deals (e.g., US$1M and above) that include software subscription sales and services. Experience in holding an individual quota
• Strong sales operational capabilities and familiar with sales reporting
• Occasional travel within assigned territory may be required

Pivotal is an Equal Employment Opportunity employer that will consider all qualified applicants, regardless of race, color, religion, gender, sexual orientation, marital status, gender identity or expression, national origin, genetics, age, disability status, protected veteran status, or any other characteristic protected by applicable law.