Sales Leader, Commercial & Partners - Australia & New Zealand (ANZ)

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Sales Leader, Commercial & Partners - Australia & New Zealand (ANZ)

Role Summary

This senior leadership position is entrusted with the responsibility of defining and executing the commercial sales and partner strategy for VMware by Broadcom across the Australia & New Zealand (ANZ) region.

The leader is accountable for sales booking performance and is instrumental in leading the ANZ sales and partner teams. A primary imperative is the collaboration with partners and distributors to accelerate the sales and adoption of the VMware Cloud Foundation (VCF) platform within the commercial segment.

This role necessitates a combination of strategic sales leadership, executive client engagement, and profound technical comprehension of the solution to position VCF as the foundational platform for customer cloud and technology transformation initiatives.

Key Responsibilities

1. Strategic Sales Leadership & Execution:

• Develop and implement the Go-to-Market (GTM) sales strategy for Commercial & Partners in ANZ, ensuring rigorous alignment with VMware by Broadcom's global vision and technology roadmap.
• Manage a robust services pipeline and cultivate strong, productive working relationships with the partner ecosystem, distributors, program owners, and global stakeholders.
• Lead complex, executive-level deal strategies, value articulation, and commercial negotiations with commercial customers, operating in close coordination with partners.

2. Executive & Partner Engagement:

• Serve as the executive sponsor for major transformation transactions and pivotal partnerships, representing the face of VMware Commercial & Partners to C-level executives within customer and partner organisations.
• Establish and maintain trusted advisory relationships with leadership at customer and partner organisations to influence the sustained consumption and adoption of VMware by Broadcom’s technologies.
• Collaborate extensively with partner program owners and enablement teams to construct a scalable, high-performing partner ecosystem that effectively addresses regional market demand.

3. Team Leadership & Operational Rigor:

• Lead, mentor, and coach a high-performing team comprising Account Directors and Partner Business Managers, fostering a culture of accountability, collaboration, and high-quality execution.
• Instil discipline in sales forecasting and pipeline management to ensure the predictable attainment of bookings targets.
• Champion operational excellence and ensure cohesive alignment with sales operations, partner program owners, and enablement teams across the APJ region and globally.

Qualifications & Experience

• A minimum of fifteen (15) years of experience in enterprise technology sales, with at least ten (10) years in a senior, quota-carrying, or regional leadership capacity.
• A demonstrated, successful track record of leading large, complex enterprise transformation initiatives in domains such as cloud, infrastructure, and modernisation.
• Possession of strong technical acumen and a comprehensive understanding of VMware by Broadcom’s core technologies, particularly VCF and cloud architectures.
• Proven ability to effectively engage and influence executive stakeholders across business, IT, and partner organisations.
• Extensive experience navigating the ANZ technology market, coupled with a robust capacity to collaborate effectively across APJ business cultures and global corporate decision-making structures.
• Exceptional executive presence, superior communication abilities, and advanced negotiation skills are requisite.
• A Bachelor’s degree is mandatory; an MBA or equivalent advanced business qualification is highly preferred.

Broadcom is proud to be an equal opportunity employer.  We will consider qualified applicants without regard to race, color, creed, religion, sex, sexual orientation, national origin, citizenship, disability status, medical condition, pregnancy, protected veteran status or any other characteristic protected by federal, state, or local law.  We will also consider qualified applicants with arrest and conviction records consistent with local law.

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