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 (SDDC) to hybrid cloud computing and the mobile workspace.

VMware’s WW Sales Specialist organization is expanding and looking for an experienced Manager for its Strategy & Planning Team supporting the SDDC Sales leaders. The specialist sales team primarily covers NSX, AVI, Velocloud, Cloud Management, VMWare Cloud Foundation and Hypercoverged Infrastructure (HCI) product portfolio.

The Manager is responsible for leading efforts for VMware’s WW SDDC Sales Specialist organization to optimize operational performance of SDDC sales process by utilizing industry best practices in Business Process Management (BPM), business process continuous improvement methodologies, like Lean Six Sigma (LSS), and by enabling data-driven decision making through statistical analysis of data on Key Performance Indicators (KPI’s) like sales close ratio, sales lead time, sales pipeline and capacity planning.  Be involved in Fiscal Planning, Compensation and GTM Incentives, Exec decision support at QBRs, e-Staff, Sales Kick-off, etc, New Logos, and other strategic initiatives. 

Job Role and Responsibilities:

• The position will report directly to the Director of Strategy and Planning in the WW SDDC Sales Specialist organization and will support the key team activities to:
• Drive annual and long-range planning
• Build and execute on plans in order to meet or exceed product GTM goals
• Compensation Strategy & GTM Incentives
• New Logos and customer penetration
• Pipeline forecasting and accuracy
• Help to Identify and assist with solutions for SDDC most complex business strategy and operations problems
• Deploy frameworks, data, and analytical tools to influence strategic decision making and facilitate alignment across multiple functions and senior stakeholders
• Drive cross-functional initiatives​

Key Responsibilities:

• Document current processes, KPIs, data sources
• Evolve and define key metrics, KPIs, for quality, speed, dependability, flexibility and cost
• Facilitate process analysis sessions (Value Stream Mapping (VSM), etc.), carry out KPI data analysis to identify process and performance gaps
• Identify and help prioritize process improvement, automation opportunities
• Ensure sales processes meet customer requirements and align with market processes
• Develop and drive program execution plan to resource and drive improvement initiatives
• Develop control plans to ensure sustained operational performance
• Work with Sales Leaders and Account Executives, to assess organizational change readiness, and help develop change plan to ensure success in implementing changes to improve sales process performance including communications and training
• Support the development and implementation of sales process KPI dashboards to effectively monitor, analyze ongoing KPI performance to inform continuous improvement activities

Key Skills/Experiences:

• Bachelor’s degree in business administration, statistics or related discipline
• 5-10 years of professional experience in operations and/or execution experience, including one or more of the following:
• Corporate Strategy
• Management Consulting
• Strategic Planning
• Business Operations
• Product Marketing or Management
• Demonstrate excellent collaboration, interpersonal and communication skills, and experienced in communication at the executive level
• Experience with process excellence industry best practices like BPM, LSS, Lean Methods like Value Stream Mapping (VSM)  
• Strong facilitation skills and experience in managing senior stakeholder (Senior RD level and up) relationship, partnership and interactions
• Strong and open communicator using both verbal and written modes – shares ideas and experiences, drives engagement, actively involves people
• Strong analytical skills and capability to communicate valuable insights from data
• Preferred experience with statistical analyses tools like R, Minitab, SAS, and
• Experience with any programming language, preferably Python
• Proficient in PowerPoint, Excel
• Ability to learn new systems and tools
• Ability to deal well with ambiguity, manage priorities, work independently

Category : Business Strategy and Operations
Subcategory: Strategic Planning
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Work From Home: Yes
Posted Date: 2020-04-16

Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.

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