VMware is seeking a seasoned and experienced Vice President, Americas Cloud Sales to serve as a key member and business leader to the broader VMware Executive Team. In an environment where VMware is ready to pursue their next phase of growth, the Vice President, Americas Cloud Sales will enhance and expand the sales functions, evolving an already world-class field operation, achieving significant revenue growth and aggressively helping to scale the business.

The Vice President, Americas Cloud Sales will own sales responsibility for selling the entire VMware Cloud Portfolio to both enterprise and commercial end users. This leader will be responsible for building the cloud sales plan for achieving a revenue quota target, managing the sales forecasting process, and coaching the team of business development and sales professionals to achieve (or, ideally, over-achieve) the target quota.

This position will lead the overlay cloud sales specialist team; he/she will need to coordinate and work closely with VMware’s core Field and Partner organizations to achieve success and manage interactions with their existing customers. Deep knowledge of the cloud services marketplace, hybrid cloud, IT sales cycles, and VMware’s partner programs and ecosystem will all be critical for success in the role.

Additionally, key responsibilities include the following:

• Accountable for achieving VMware’s revenue consumption targets for VMware Cloud portfolio; lead and drive exceptional sales and operational execution and develop initiatives to penetrate the market, achieve sales goals, and leverage sales assets.
• Serve as an exceptional leader and change agent. This executive will collaborate across the organization and help bring disparate teams together into a more cohesive unit.
•  Acts as a business partner with corporate functions including: Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources.

• Coach and manage a team of sales specialist and channel personnel.
• Run weekly forecasting processes 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.
• Work closely with the Sales Leaders to ensure that Partner and Inside Sales teams are providing sufficient support and on-track to contribute to achieving bookings and pipeline goals.
• Collaborate and build strong relationships with core Field and Partner sales leaders to ensure proper engagement with core teams and customers.
• Identify high propensity customers.
• Be operationally excellent in the day-to-day running of the business including forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing.
• Assess current sales and services methodologies and team structure to propose/implement necessary adjustments in order to optimize performance and build the infrastructure and incentives to facilitate further aggressive growth.
• Function as a change agent and demonstrate his/her ability to uphold the standards consistent with a strong pipeline management system that leverages its own relevant performance data.
• Maintain strong reporting and accountability against numbers, driving to exceed quotas, while developing and managing motivating incentive tools.
• Serve as a visionary for the company and cultivate innovation, articulating a compelling, long-term vision for the future, and inspiring others to action.
• Be able to create a loyalty and followership among the current team. Help drive the mission/vision of VMware to the sales force and broader organization.
• Build a results-driven culture of accountability and transparency.

Job Requirements

VMware is seeking a strategic leader who is a seasoned in driving the growth of field sales organizations, building capability, and acting as a pivotal leader global expansion. In this senior leadership position, priorities are tied to revenue and profit growth, which are achieved by delivering value-based, software as a service solutions and outstanding customer satisfaction.

The ideal candidate will have 15+ years of progressively responsible and successful sales leadership experience with a large, global and well-regarded technology company, together with one or more smaller/more entrepreneurial company experiences. The formative experiences will be progressively responsible sales and sales management leadership roles, within a relevant technology market, with clear and demonstrated success as a significant sales leader for one or a number of successful technology companies. An executive with a strong understanding of the SaaS market would be ideal.

The ideal candidate must be operationally strong, with a demonstrated track record of installing discipline, process and methodology into a company’s sales and field operations organizations. The Vice President, Cloud Sales Specialists, together with the Executive Team, will be a highly visible spokesperson for the company with potential and existing customers. A reputation for operational capabilities, discipline and integrity are paramount.

Specifically, the successful candidate will have the following experience:

• 15+ years of sales experience in the IT industry, with enterprise software and hosted service; strong knowledge of the IT hosting and cloud services segment.
• Industry experience in software or technology from a large multi-billion-dollar company, with additional experience in a higher growth mid-cap seen as a plus. A strong background in a Cloud/SaaS/Subscription business would be ideal.
• Consultative sales experience especially around the adoption of cloud services in the infrastructure space.
• Experience moving a sales organization from a perpetual license model to a service/consumption-based model is highly desirable.
• Deep background, relationships with, and understanding of Tier 1 Public Clouds.
• Ability to articulate and evangelize the value of hybrid cloud IT solutions.
• Proven channel development and channel sales experience.
• Exposure working in a highly strategic capacity, with the ability to focus both on continuing successful sales execution while simultaneously strategically planning for the next stage of growth. Be able to bring a thoughtful approach to building scalable, repeatable programs and processes across a large global team.
• Strong technical aptitude, and is comfortable holding deep, technical discussions with various functions across the organization, partners, and customers. Can translate customer insights into specific and actionable plans for Engineering to act upon; is respected and understood by them.
• A change agent who demonstrates the ability and track record that challenges the status quo by asking “why”, questions and driving continuous improvement.
• An action-oriented planner who builds and implements actionable plans with detailed timelines and flawless execution.
• An innovator with the courage to nourish “outside the box” thinking to surface and pursue new ideas.
• Strong strategic acumen and the intellect to contribute to the long-term vision of the company; the aspiration and aptitude to grow and expand scope of responsibility as VMware grows.

Key Job Responsibilities

Most importantly, the ideal candidate will be a team builder, team player, and a leader. This executive will have the personal drive, passion, and enthusiasm to both understand and successfully navigate a high-growth software ecosystem striving toward market leadership in an evolving marketplace. The successful candidate will be a proven sales leader with the following experience and personal qualities:

• People leadership; attract, develop, and retain top talent in the organization. An ability to create loyalty, trust, and a following. Understands what it takes to connect, listen, and engage at all levels of the organization.
• Generates energy; a source of positive, motivating energy that multiplies the impact of the team by drawing out ideas, encouraging bold (and thoughtful) moves, and promotes a sentiment of support. Sponsors creative and effective collaboration.
• The confidence, intellect and executive presence to become a true business partner across the corporate and field functions –someone who is capable of contributing to broader business conversations beyond their functional expertise. This individual must be highly respected by both subordinates and superiors.
• Hands-on and entrepreneurial style — one that looks to become personally involved in all elements of managing their functional responsibility, and someone who seeks to develop like-minded senior managers with similar capabilities.
• A combination of personality traits — collaborative nature, honesty, integrity, intensity, accountability, and passion —necessary to blend with the rest of the executive management team.
• A primary, driving focus on leading and motivating others. Must be capable of taking dramatic, symbolic actions to inspire and energize others around a vision of VMware’s future.

Category : Sales
Subcategory: Field Sales
Experience: Executive
Full Time/ Part Time: Full Time
Work From Home: Yes
Posted Date: 2020-03-19

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.

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