Dell Country Manager - Australia / New Zealand in Sydney, Australia

Apply NowCountry Manager - Australia / New Zealandat Pivotal Software

Sydney, Australia

At Pivotal, we accelerate digital transformation for enterprise businesses and our mission is to transform how the world builds software. Pivotal’s cloud native platform drives software innovation for many of the world’s most admired brands. With millions of developers in communities around the world, Pivotal technology touches billions of users every day. After shaping the software development culture of Silicon Valley's most valuable companies for over a decade, today Pivotal leads a global technology movement transforming how the world builds software.

We are looking for a Country Manager for the Australia & New Zealand (ANZ) business. Reporting to the VP & MD Asia Pacific & Japan, the Country Manager ANZ will lead the field function to meet and exceed sales objectives by promoting and selling the Pivotal value proposition and product solutions. You will help to continue to drive Pivotal’s overall footprint and develop ANZ strategies specifically associated with the company’s sales and revenue plans and lead an already established and successful business unit to the next level. A collaborative leader, you will be able to deliver results as part of a sales force, and individually, overseeing teams on the biggest deals. The Country Manager ANZ must be able to motivate and inspire all ANZ team members towards the company vision through exceptional leadership.

The position will be located in Sydney.

Job Summary

  • Drive Go-To-Market resources and activities in the ANZ region, implementing long term plans and strategies for developing business and achieving the company’s sales goals

  • Possess and demonstrate in-depth knowledge of how Pivotal products address customers unique challenges; leverage knowledge to uncover needs and create business value for the customer

  • Engage and establish credibility with key customers to understand their needs/priorities and participate in closing strategic opportunities

  • Review and approve key deals with partners and light house accounts, taking accountability for the margin of the deals and leveraging/engaging other company leaders effectively to win key deals

  • Define optimal sales force structure; manage the sales teams, operations and resources to deliver profitable growth

  • Meet sales financial objectives by forecasting requirements, preparing an annual budget, tracking expenditures, analyzing variances and initiating corrective actions.

  • Define sales processes that drive desired sales outcomes and identify improvements

  • Provide detailed and accurate sales forecasting

  • Create a culture of success (one Pivotal team) and ongoing business and goal achievement

  • Support team members in meeting career goals and aspiration; foster a culture of development and learning and build a leadership bench to support the business in the future

  • Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions

  • Proactively establish and maintain effective team relationships with all support functions to establish successful marketing, channel and partner programs

  • Collaborate with the Dell family leadership team as needed to define the strategic plans and ensure interlock and aligned priorities

Qualifications required:

  • At least 10 years experience in leading and building out a sales organization in the solution software business; experience in cloud technology, platform-as-a-service

  • Experience and proven track record in building a Partner Coverage Model in ANZ

  • A strategic and hands on leader

  • Entrepreneurial/early start-up experience is strongly preferred

  • Strong track record of driving business growth in ANZ

  • Strong executive presence

  • Excellent communicator and negotiator at all levels

  • Anticipates trends accurately and brings creative ideas to market

  • Recognizes strategic opportunities, creating and driving competitive strategies to gain market share

  • Customer focused and results driven

  • Strong conflict resolution skills

  • Strong transformational leadership and people management skills; ability to motivate teams through challenges and changes

  • Experience in coaching and developing team members and leaders (e.g., sales and functional managers)

  • Proven success managing in a complex, multi-cultural and matrixed environment

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.