VMware Director, Strategic Business Development, Worldwide EUC - Opportunity for Working Remotely in Detroit, Michigan
Director, Dell & Strategic OEMs, Worldwide EUC
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 digital workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.
Our team of 30,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.
Job Role and Responsibilities
The Director, Dell & Strategic business development, will engage with the VMware team and the Strategic vendors to refine a go to market plan that will build EUC pipeline for VMware. The End User Computing (EUC) solution is viewed as a platform for customers and includes technologies focused on improving End Users’ productivity and mobility, reduces costs and improve security to allow End Users to work anywhere flexibly from any device. The Strategic Business Development Director is responsible for providing thought leadership to the EUC Business Development Team and driving a solid EUC vision and agenda with Dell & Strategic Vendors on a worldwide basis. Your mission is to grow VMware’s EUC footprint within the Strategic Vendors by ensuring that the team fosters trusted advisor peer to peer relationships that result in business value on both sides. You will focus on scaling VMware’s EUC revenue growth as part of a measurable Joint Business Plan with the Strategic Vendor's.
This leader will be responsible for Leading sales initiatives with teams in EMEA, APJ and Americas that are currently working with Dell to drive well over $500M in VMware EUC revenue with Dell and our strategic vendor's.
You will partner with EUC Sales Leaders to create a measurable EUC Business Plans consisting of Sales strategies and Strategic Operational Programs that will accelerate VMware’s Digital Workspace revenue growth.
The role will interface with the local in-country teams where relevant to leverage local expertise to support the Strategic Vendor Business Plan. The role includes coaching the team to accelerate VMware’s EUC footprint into the Strategic Vendor's at Executive levels and across the Strategic vendor's organization (Sales, Alliances, Marketing, Services, Technical/ Solutioning, Professional Services, Finance etc) in order to maintain focus on the joint Vendor/ VMware EUC agenda.
Accountable for supporting the team to drive a clear annual EUC Business Plan consisting of agreed objectives that focus on accelerating EUC revenue growth and other defined, measurable outcomes pertaining to the Vendor
Be accountable for creating an inclusive, valued, high performing team that is encouraged to share best practices and consistency both from within the team and into the Strategic Partnerships
Career development planning, conducting regular performance reviews, coaching and motivating the team for their professional growth
Provide Thought Leadership regarding the Strategic Partners’ sales strategy and support the top prospects within the region
Build executive relationships within the Strategic Partners and DELL
Be a subject matter thought leader around Workforce transformation, Employee Experience and the Digital Workspace offerings
Work with the VMware Core organization as well as the VMware Worldwide Partner Organization to drive synergistic sales campaigns with Dell and Strategic Partners
We are looking for a dynamic leader with a proven track record of at least 10 years in building & coaching teams in a startup or a small unit within a larger entity. Our team needs a leader who truly believes, and can demonstrate, they work for the team. Our customers are evaluating cutting edge technologies in a rapidly changing environment like EUC want to meet with sales teams with mastery in the space, not just at the art of negotiation, but more importantly the art of discovering and creating value for VMWare in the customer’s journey.
Hands-on Leader. Bring your “A Game” to drive a focused plan to help VMW navigate both internal and external opportunities & challenges to scale a team that’s akin to a startup within a very large organization.
A leader with experience in building strategic plans and driving sales execution tactics to support the plans. A data driven approach to build a repeatable sales model. Proven examples from the past would help.
Effective, regular communications on the business and its progress. Bring examples and references of what few things matter to track progress, that help report on and motivate teams.
Doing more, directing less. Lead by example on meetings, customer interactions, following up and ensuring the ‘steps to close’ matter more than just the ‘who we know & what they told us’.
An inclusive leader who fosters a collaborative environment where everyone feels they are equal and has a voice, walks the talk, and galvanizes the team to execute the mission.
10+ years of experience in related software industry, with at least 6 years of SaaS and/or subscription software sales experience
Previous experience working with Dell, HP or Lenovo with specific focus on co-selling with their sales teams, and has relationships with these partners
Experience in building strategic plans and driving sales execution tactics to support the plans
Experience in sales campaigns that include sales executives, multiple specialists and overlays, field, and inside sales teams
Can operate in large, complex, matrixed organizations
Experience selling platform products, such as Unified End Point Management (UEM), VDI, Hosted Applications, Mobile Device Management, PC Life Cycle Management, Application Access & Analytics tools.
Self-motivated, focussed, task-oriented and a passion for leading a high performing and capable team
Ability to engage in a consultative way with Strategic Partners and Customers, including engaging at CxO level both externally and within VMware and passionate about transforming our Partners into VMware’s Digital Workspace business model
Understands the Channel and Partner (sell through) Sales strategies and how to execute against them
Has previous experience at Director level managing a team in a highly visible role either customer or Partner facing (both is ideal)
Relationship building skills – is able to establish positive internal relationships with colleagues and management peers and demonstrate high motivation
Business-oriented marketer, capable of linking strategy to planning, through to execution
Strong negotiator and storyteller (both internally and externally)
Uses data to support intelligent decision making, without losing sight of the big picture
Fluency in English
Able to travel when needed to locations across Europe, Asia and the US.
Knowledge of Citrix Virtual Apps & Virtual Desktop, Microsoft Windows OS, Intune, Azure, AWS, Google for Education, MacOS, iOS, Android and Chromebook
Advanced skills in strategic and value selling, including managing six and seven figure transactions
Success winning net new accounts, as well as selling into white space within existing install base
Highly trusted individual who maintains and expects high standards for self and team
Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-07-21
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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