Dell Head of Pre-Sales, APJ in Singapore, Singapore
Apply NowHead of Pre-Sales, APJat Pivotal Software
As a recognized leader in disciplined agile and lean software development practices, Pivotal combines the Silicon Valley state of mind, modern approach, and infrastructure with organisations’ core expertise and values. Our cloud-native platform and suite of data tools drive software innovation for many of the world’s most admired brands, helping enterprises move at start-up speeds and with greater business agility. We optimise for change and teach next-generation developers to create and build new solutions, and are committed to open source and open standards.
Our methodology is about evolving, in both development and innovation, and our culture is empowering. Our 2,000+ employees across offices worldwide subscribe to an ethos of kindness. We make a point to bring empathy to each and every project, and are guided by a purposeful mission—to transform how the world builds software.
An experienced, proven technical leader in the APJ region - experience with either pre-sales, consulting or technical sales in APJ would be necessary.
Familiarity with DevOps, IaaS, and/or PaaS or related technology within the Enterprise context, application development at scale.
Proactive communication style, with proven ability to build trust and respect from the team.
Demonstrated success in hiring, motivating and retaining world class international teams in the Asia Pacific regions
Ability to navigate within a matrix organization and influence senior leadership
Track record of actively participating in large, complex sales engagements with relationships with C-Level Executives.
At Pivotal Cloud Foundry, we transform how the world deploys and scales software, and we are opinionated about how software should be built. We work hard to deliver platform capabilities so customers can accelerate their time to market for software solutions. Our engineers pair program, all-day every day, because we know it delivers remarkable results. They also work in small teams, and rotate between them frequently so that they are able to meet everyone in the organization.
Leads, manages and motivates a team of Platform Architects (pre-sales specialists) across APJ
Continually develops the talent in the Platform Architect organisation to meet current and future business needs. Ensures continuous performance feedback, skills assessment and individual development plans are integrated across the team
Create Platform Architect resource plan to support the APJ business plan
Works closely with Sales to manage the coverage model and ensure that customers are aligned with the right resources to deliver on commitments and drive results.
Responsible for driving an efficient hiring process, building a talent pipeline of potential candidates and meeting the Platform Architect headcount plan.
Partners with VP Sales to set sales strategy for PCF in APJ. Works with regional Sales Leadership to establish strategic plans and objectives
Participate in, and contribute to sales forecast and pipeline reviews
Reviews account penetration strategies for critical accounts. Leverages knowledge of PCF competitive solutions to effectively position a Pivotal solution and prepares the sales organization for customer objections.
Ensures Engagement and Consumption Plans are completed successfully
Builds and maintains senior customer relationships and acts as APJ escalation point for major technical issues
Presents Pivotal value proposition to Key customers, and represent the company as a senior technical leader.
Manages business networks across the organization and customer base in support of PCF sales objectives
Facilitate to provide feedback to R&D on PCF product/solution needs to meet customer requirements
Required Skills / Experiences
At least 10 years’ experience leading highly skilled pre-sales teams within the enterprise software market
Bachelor's Degree in Computer Science or a STEM major
Must be willing to travel across APJ.
Ability to lead in a constantly evolving environment, manage multiple priorities and ambiguity.
Executive level business acumen which enables you to serve as a thought partner with customers
Exceptional presentation skills with the ability to articulate complex technologies.
Decisive, results and execution orientated with demonstrable achievement of success