VMware's SLED team is expanding and looking for an experienced sales leader for our Virtual Cloud Network team in the East.
From private, to hybrid, and the mega cloud providers there is no doubt that cloud is transforming how our clients approach IT. In the SLED market, multiple clouds offer both unique opportunities and also challenges.
VMware, the world leader in virtualization, private cloud and hybrid cloud, helps our clients take on the complex task to managing and navigating the many cloud offerings existing in our customer's environments today. From a client's first private cloud, building of a multi-tenant environment, ensuring consistent networking and security services across cloud infrastructures, or deciding how and when to move workloads back and forth from the public clouds, VMware's Virtual Cloud Network portfolio helps clients take on this growing challenge.
Passionate about delivering the Virtual Cloud Network value proposition to customers in partnership with the VMware core sellers and partners, building and leading teams, and providing strategic direction in this evolving market, our sales leader will report to the Sr. Director of Virtual Cloud Networking for SLED.
The Manager for Virtual Cloud Network will work at multiple levels within the organization to:
Hire and guide individual contributors;
Help coordinate capture on strategic opportunities;
Create demand and pipeline generations programs in conjunction with the sales leaders in each market;
Launching a range of enablement activities;
Developing close links to the Network and Security Business Unit and as such be a focal point to bring our Virtual Cloud Network strategy to customers in the region.
In order to be successful you will need to become an inspiring leader, trusted advisor and spokesperson Virtual Cloud Network, Datacenter Automation, and DevOps customer projects.
Job Role and Responsibilities:
Act as a business partner with the Regional Sales Director, SE Manager, and Services Sales Executive to build, maintain and execute a business plan with goals and objectives for the region, based on the regional SWOT and VMware's strategic direction
Be operationally excellent in the day-to-day running of the business including (but not limited to) pipeline development, forecasting, account planning, sales cycle management, collaboration, teamwork, and knowledge sharing
Work effectively as a specialist in support of a core sales team to help at every step of a sale cycles from qualification through close; effectively orchestrating necessary resources, completing required sales activities (RFI/RFP, customer qualification, requirements gathering, solution development, business validation, TCO/ROI, impactful presentations), and developing close plans to execute with account teams
Develop positive relationships with key decision makers and influencers within customer accounts by providing insights and value that establishes credibility and trust
Maintain a strong technical knowledge of VMware's Virtual Cloud Network products and services, as well as, industry trends, customer adoption and solutions from the competition
Work with Field Marketing to develop and execute marketing plan, presenting at industry events and customer briefings
Provide knowledge transfer to field sales on industry/solutions
10+ years in enterprise software sales at industry leading companies with 5 years minimum in the Security or Data-center automation Software Market. With a consistent track record of achieving business objectives, in a highly ambitious environment. Experience across SLED preferred.
In-depth knowledge of the Data-center Management, Private/Hybrid Virtual Cloud Network, DevOps business verticals, industry trends, end-user challenges and competitive landscape
Strong services acumen to drive solutions (product and services) that reduce cost, improve agility, and delivery reliability to IT partners
You will possess sound consultative sales skills with demonstrable selling experience at the C-level
Experience and successful record of working in a specialist sales organization, having demonstrated how you can easily integrate within a team of core account managers and core system engineers to win deals together in the most efficient way
Strong business analytical skills including developing business cases and Financial Models including ROI/TCO
Strong communication and presentation skills
Be able to understand and present VMware's vision, strategy and organization
Strong business management, planning, execution, and sales skills
Advanced knowledge of value selling methodologies, processes and tools
BA/BS degree or equivalent experience
Ability to travel up to 50% of the time
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. 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.
This position is eligible for the JoinSDDC referral campaign