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VMware Sr. Director, Sales, VeloCloud Enterprise WW in Atlanta, Georgia

Sr. Director, Sales, VeloCloud Enterprise WW

Our Company

VMware is a global leader in cloud infrastructure and business mobility. Built on VMware's industry-leading virtualization technology, our solutions deliver a brave new model of IT that is fluid, instant and more secure. Customers can innovate faster by rapidly developing, automatically delivering and more safely consuming any application. With 2019 revenues of nearly $9.0 billion, VMware has more than 500,000 customers, 55,000 partners, and 24,000+ employees in 50+ locations around the world. At the core of what we do are our employees who deeply value execution, passion, integrity, customers, and community.

At its best, VMware is a place, where we are valued for the complete people we are, where extraordinary progress is achieved for ourselves, our teams, our company, our customers, and our communities – and where even more progress is desired and expected. VMware is a powerful platform for all of who we are – individual, colleague, pioneer, citizen – a place where empowerment, accountability, and responsibility become the traits of ownership, and where each of us can own our future and achieve success through our own actions, on our terms.

Job Description

The overwhelming emphasis of the Sr. Director, Sales, VeloCloud Enterprise WW role is inspirational sales leadership and operational management to drive continued double-digit growth into Enterprise accounts.

The Sr. Director, Sales, VeloCloud Enterprise WW will lead, steer and scale VMware’s Enterprise VeloCloud (SDWAN) sales operations across the globe (direct and dotted line) ensuring that sales, pre-sales, marketing, consulting and channel operations co-operate in facilitating effective coverage and identifying business opportunities.

This role consequently represents a unique opportunity to play a major part in the success of VMware as a whole. We are therefore seeking a truly exceptional person who will be ‘at home’ building, leading and managing first-line leaders and their teams across the globe. This individual will manage (solid and dotted line) a group of top performers that deliver one of the fastest growing business units in the industry.

Job Requirements

  • Proven sales leadership in a global software organization with significant matrixed sales management responsibility.

  • Experience of driving, shaping and executing large, global deals.

  • Specific evidence of having built or substantially increased software license revenues.

  • C Level Exposure and contact base globally.

  • Technical wherewithal to lead sales of existing and emerging SDWAN solutions.

  • Experience of commercial and contractual negotiations with a complex set of customers with international reach.

  • Will have built and developed an exceptional team of specialty sales professionals.

  • Ability to influence and collaborate in a highly matrixed global organization whilst taking ownership for clear and far reaching decisions.

  • Customer focused with a flexible, adaptable and versatile approach. Able to build relationships at all levels of an organization with specific focus at C level.

  • Builds strong business relationships with customers, partners, peers and subordinates while effectively balancing regional team goals with corporate goals.

  • Degree Level Education.

Key Job Responsibilities

  • Accountable for bookings and revenue plan.

  • Rapidly understand VMware, its direct markets, channels and resources and assess quickly where additional support and emphasis is needed.

  • Recruit and develop a world class sales team capable of selling SDWAN in a software solution selling model.

  • Lead and/or co-ordinate on a global basis the activities of pre-sales AE + SE, consulting (post-sales/implementation/professional services), channel managers and marketing, working with functional leaders to ensure the right skills and resources are made available in support of global sales activity.

  • Run a weekly forecasting process to provide visibility to VMware’s leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.

  • Ensure operational tools such as forecasting systems (Salesforce) are properly implemented and used by all staff globally, facilitating effective forecasting and communication with corporate operational leadership, as well as inside global regions.

  • Define & implement the VeloCloud SDWAN GTM strategy for Enterprise – a strategy to maximize every sales opportunity supported by a structure that allows VMware to form strategic partnerships with customers on an ongoing basis.

  • Engage with Product Group leaders and other key business stakeholders to align on business goals and provide feedback on what will be required for successful execution against our bookings targets.

  • Acts as a business partner with corporate functions including: Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources.

  • Be Operationally Excellent in the day-to-day running of the business including (but not limited to) forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing.

  • Able to work across multi-functions/multi-individuals to achieve desired results.

Required Skills

  • Proven sales leadership in a global software organization with significant matrixed sales management responsibility.

  • Demonstrates exceptional leadership skills with the ability to create and drive vision across an organization with authority and gravitas.

  • Experience hiring, developing and leading 1st line sales leaders.

  • Experience with commercial and contractual negotiations with a complex set of customers with international reach.

  • Drive a Sales team for results. Accustomed to setting very high standards, attainable goals and stretch goals for teams while naturally fostering team spirit, sales discipline and holding the team accountable.

  • Ability to influence and collaborate in a highly matrixed global organization whilst taking ownership for clear and far reaching decisions.

  • Customer focused with a flexible, adaptable and versatile approach. Able to build relationships at all levels of an organization with specific focus at C level.

  • Natural and poised communicator with excellent interpersonal skills and a clear communication style. Should have the ability to present at all levels and in all situations.

  • Builds strong business relationships with customers, partners, peers and subordinates while effectively balancing regional team goals with corporate goals.

Preferred Skills

Our team looks for individuals who embody our values of humility, compassion, collaboration above isolationism, respectfulness, integrity, and good-natured fun. Additionally, we would like:

  • Self-starter who takes initiative and works with limited direction

  • Critical Thinking and Complex Problem solving skills

  • Highly trusted individual who maintains and expects high standards for self and team - Analyzes available data and makes decisions which are best for VMware

  • Education/Experience - BA/BS degree or higher

Travel: 60% of the time

This job opportunity is not eligible for employment-based immigration sponsorship by VMware

Category : Sales

Subcategory: Field Sales

Experience: Business Leadership

Full Time/ Part Time: Full Time

Work From Home: No

Posted Date: 2020-02-20

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.

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