You will develop and lead an organization of Pre-Sales Professionals including System Engineers, reporting to VMware's End User Computing business unit.
These individuals will support all areas of business segmentation by vertical and/or by industry as the business evolves, including Global, Enterprise, and Commercial accounts in the private sector, SLED, Healthcare, and Federal customers in the public sector, and channel where appropriate. But initially this role will be focused on Enterprise Accounts in the SouthEast.
This is a highly matrixed role. This leader will report in a solid line to the Enterprise EUC SE Director.
On a day to day basis, you will also coordinate efforts with the VMware Account selling teams and establish relationships with the senior SE leadership to ensure that our technical selling efforts are directed to the appropriate customers/accounts.
As the technical field leader for EUC in the Enterprise SouthEast.
This is a specialist role, therefore, a key ingredient to the ongoing success of the team is keeping a keen eye on training and enablement in a business unit that is growing organically through rapid innovation and inorganically through acquisitions of all sizes. Some acquisitions require personnel integration while others are purely technology purchases (tuck-ins), but in either case, participating in the decisions on when to pivot the team and how to train the team is a required skill.
Required Background and Experience:
VMware is seeking a leader with a successful track record of handling sizeable, high-performance teams and who has partnered with sales to grow products and services revenue. In addition, you will need excellent planning and strategy skills. You possess both a broad level of technology understanding and a strength in building customer relationships coupled with operational and financial acumen. Solid experience with a proven track record in a matrix-managed environment is required.
You should have experience in technology sales, pre-sales or customer facing roles with progression into management across these functional areas. You are to demonstrate the ability to lead teams through complex sale execution and have personally influenced key relationships in driving growth of large-scale business solutions with senior client executives.
Priority skills for this position:
You work in a hyper-growth environment with an appreciation of how growth affects the business dynamics, corporate culture and in-place processes and systems
You have built, led and motivated highly collaborative teams of experienced pre-sales engineers or solution architects
You understand that Culture eats Strategy, and have the skills to build and develop a team that moves fast and delivers customer delight, but not at the expense of employee satisfaction or high turnover rates.
You have collaborated with field sales organizations involving joint client presentations, opportunity pursuits and handling customer relationships
You have run sales plays for new offerings and developed collateral for the teams' reuse and distribution to both clients and internal groups
You can show a record of business and personnel management
You have recruited, coached and mentored, and professionally developed teams of best-in-class solution focused pre-sales engineers, architects, or consultants
You are a leader with a point of view and continually evolve sales, increase market adoption and drive a service led sales culture
Review key customer deliverables to ensure business alignment and accurate roadmaps with detailed implementation plans
Manage in a matrix model supporting sales, corporate product teams, support organizations, professional services and enterprise partner teams.
5+ years of experience as a leader of leaders, managing or leading a successful presales organization in Enterprise Software
10+ years in customer-facing roles in IT pre-sales or service roles or industry experience in relevant positions, preferably within the Enterprise Software space or technology sector
Strong organizational and project management skills with an ability to handle challenging client demands and multiple engagements
Proven experience building and developing teams
Validated ability to communicate professionally with executives, teams, customers and partner, including CxO-level personal; aligns partner interests and navigates customer organizations to ensure successful project delivery and acceptance
Deep understanding of cloud computing principles, features, and business & IT value propositions for Enterprise customers and T1 partners
Excellent communications, social, and motivational skills
VMware is an equal opportunity employer, committed to the principles of equal employment opportunity and affirmative action for you. Equal opportunity and consideration are afforded to all qualified applicants and employees in personnel actions, which include: recruiting and hiring, selection for training, promotion, rates of pay or other compensation, transfer, discipline, demotion, layoff or termination. VMware does not unlawfully discriminate on the basis of race, color, religion, sexual orientation, marital status, pregnancy, gender identity, gender expression, family medical history or genetic information, citizenship, national origin or ancestry, sex, age, physical or mental disability, medical condition, veteran status, military status, or any other basis protected by federal, state or local law, ordinance or regulation. VMware also makes reasonable accommodations for disabled employees consistent with applicable law. Further, it is the policy of VMware to maintain a working environment free of all forms of harassment.
VMware, is an EPIC2 community and was recently listed as #42 on Fortune's 100 Best Review. We enjoy helping our people grow professionally as well as in our community. Our passionate and enthusiastic employees exemplify our shared values and continue to drive our company to new heights and influence within the business landscape and beyond.