Healthcare Services Sales Director
Palo Alto , CA 94301
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As our Healthcare Services Sales Director, you will manage all sales activity for your team. In addition to managing the team, you will also be responsible for meeting or exceeding the Professional Services revenue quotas.
Your team will develop and execute the strategic sales business plan, while managing the full sales cycle of all deals in the assigned territory, following up on incoming or self-generated leads, answering industry, company and technical questions, negotiating terms and prices, and closing deals. You will be focused on building the VMware Healthcare services business with laser focus on demonstrating the unique value proposition our offerings bring to the market and customers. The Healthcare Services Sales Director will demonstrate effective leadership skills in building the business and Healthcare sales ecosystem to exceed revenue expectations for the team.
The Healthcare Services Sales Director role is distinguished by additional specialized knowledge in breadth and/or depth, as well as record of success managing sales teams.
Meet/exceed % team quota attainment Recruit, manage, and mentor a team of Client Solutions Directors (CSDs). Participate in weekly sales meetings to present/assess the status of all existing pipeline of leads, opportunities as well as potential future target companies and pursuit strategies for your team. Report key metrics (revenue and opportunity forecast, pipeline, opportunity status, challenges, and needs) accurately and in a timely manner for your team.
Work with services partners and VMwares channel team to maintain a productive and loyal partner community Strategically drive new business in selected accounts in close synergy with the account teams and manage assigned services sales and revenue targets. Use specialty expertise to penetrate the segment and evangelize VMware solutions to customers on a partnership basis, or act as a dedicated resource to other strategic accounts. Target and cultivate a professional and consultative relationship with the customer, at the executive level, purchasing and practitioner/IT level, by developing a core understanding of the unique business needs of the customer within their industry.
Take a leadership role and accountability in working with cross-functional teams to develop winning proposals and submissions (RFQs, RFIs, RFPs). Follow up continuously on all potential sales pursuits, negotiate terms/pricing/contracts and advance them to close. Play a leadership role as an expert in the Healthcare industry and act as a mentor/teacher to your team members Maintain an understanding of all VMware product lines and solutions
10+ years Consulting and sales management or integration professional in the technology space, with focused experience selling into Healthcare accounts. Demonstrated knowledge in systems integration with emphasis on virtualization, storage, security, networking and/or data center technologies Comprehensive knowledge of budget cycles, procurement processes, and contract vehicles Experience in proactively managing a sales team, to include evangelizing a disruptive technology, prospecting, replacing an incumbent/competitor, and protecting the installed base.
Experience in business marketing/coordination and submission of winning proposals (RFQs, RFIs, RFPs), effective contract negotiations, appropriate/applicable interpretation of contract terms and conditions, issue identification, risk mitigation and ensuring post-win customer satisfaction Demonstrated experience in closing large, solution-oriented services opportunities Demonstrated expertise in specialty, consultative, solution selling and business development skills to align the customer's needs with our solution to drive sales and close deals. Has excellent written, verbal and formal presentation skills to client audiences ranging from technical implementers through CTO/CIO levels. Know strength and weaknesses of key competitors in the virtualization, mobility and security industry and how to leverage this knowledge Ability to travel up to 50% of the time BS in Computer Science or other technical field highly desired; related experience considered in lieu of formal technical training 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.