Business Summary:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

The Public Sector team within VMware is a high-energy, passionate team of salespeople with a desire to succeed and drive the digital transformation within the public sector. You will be part of the leadership team with a strong identity, and a reputation for a high standard of work and achievement. You will have the opportunity to craft and execute on your business plan through your own efforts and through the management of your matrix sales team. 

Job Role and Responsibilities:

Our Public Sector team is made up of passionate and high-performance sales consultants who are committed to integrating within our customers’ business to offer premier VMware solutions to these critical markets.  The Digital Transformation Technology Executive will be responsible for positioning VMware portfolio and solutions to our customers by working on overall messaging, key themes and also orchestrating relevant sales motions through VMware’s Systems Engineering, Product Specialists, Professional Services, Partner Channel, Inside Sales and other VMware resources to drive net new revenue for the company. The executive will be instrumental in helping our customers through their digital transformation journeys. VMware has and continues to build a top performing sales team who has the desire and determination to deliver immense value to our customers.

• Function as the senior spokesperson/face of public sector for VMware technologies and services.

In coordination with marketing/communications, develop and update as needed core themes and messaging to shape public sector views of VMware solutions in alignment with the broader strategy of the company

Act as a force-multiplier for VMware executive leadership by attending senior/executive level customer engagements where an account manager would be inappropriate, adding value to those conversations with meaningful insights tying VMware technology to customer mission needs, and translating those customer needs to the account and product development teams for action

Attend and speak as appropriate at industry and public sector events as the representative for VMware on matters of technology, policy, and mission suitability as it relates to VMware technologies as well as trends and futures, translating any insights gained back to the sales and product development teams

Support and coordinate with government affairs on matters of policy as it relates to VMware interests, providing feedback on bills and legislative matters, working with industry consortiums, and interfacing with political leaders and their staff to both shape and understand policy that may affect VMware's public sector business

Partner with industry groups that VMware works with to insure we are maximizing the value from the investments we make in those communications channels

Meet with customers as needed to build top-level relationships with key decision-makers and influencers and to project VMware thought leadership

• Work with the sales teams to develop and implement strategies to accelerate growth in their accounts

Target underperforming or flat accounts, and partner with them to build and execute tangible plans with clear measurements for getting back to growth

Work with sales teams to identify new or unexplored applications of VMware solutions to mission needs that will pull through additional product sales

Work with sales teams on the largest and most complex deals to craft and execute a winning strategy

• Devise ways to expand footprint on existing programs
• Interface with the product teams to represent the needs of the public sector customers, leveraging influence to shape products for that market and insure appropriate attention is given to meeting the needs of public sector in product development
• Work with partners, including channel, integrator, and technology, to optimize and expand the value from those relationships as it relates to joint go-to-market, solution development, deal coordination and participation, or any other element related to driving growth
• Function as a trusted advisor and industry expert internally on public sector matters, including state, civilian, defense, and intel as it relates to the applicability of VMware technology and mission use cases
• Other duties as assigned where executive leadership is required across any elements of VMware technology, business development, product development, partnerships, or otherwise

Required Skills:

• 10+ years of experience selling complex solutions, requiring implementation, integration and Professional Services to execute
• Experience working in matrix organizations and exhibiting cross-functional influence
• Verifiable experience selling into the Public Sector
• Experience building demand with cycle times of 6-24 months
• Experience quarterbacking accounts, orchestrating resources and selling solutions to customers
• Experience working with all levels of the sales team, and leadership
• Partner well and are accustomed to working with the channel
• Excellent communication skills, both written and verbal
• Dynamic presentation skills with the ability to translate technical capabilities to business outcomes
• Experience encouraging and leading cross-functional matrixed teams
• Able to effectively conduct quarterly business reviews with key customer and VMW leadership teams
• Strong command skills and experience presenting to and collaborating with C-suite

Preferred Skills:

• Experience in Software, Cloud, or Infrastructure such as Compute, Network, Storage
• Experience selling solutions at an enterprise level company
• Self-starter with a high level of energy
• “This job opportunity is not eligible for employment-based immigration sponsorship by VMware.”

Category : Sales
Subcategory: Business Development
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2020-05-19

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.