Role Summary:
The Sr Director, GTM Sales Strategy & Architecture - Hyperscalers role is a key member of our Worldwide Cloud Sales Leadership Team that will engage across a highly matrixed organization inclusive of multiple cloud SaaS business partners and critical supporting functions such as services, engineering, marketing, customer success, professional services in addition to our multi-cloud partner ecosystem. This role requires a strong understanding of complex field organizations across sales, engineering, customer success, and ecosystem partners as well as proven leadership experience, executive presence, and outstanding cross-group collaboration.
The successful candidate will be a 'Strategic Doer' with great energy, initiative and leadership qualities that inspire teaming and trust to influence cross functional teams.
We are seeking a dynamic leader with a proven track record building, coaching, teams selling/delivering new or emerging business strategies for cloud, SaaS or software solutions and partnerships. The cloud sales team needs someone who truly believes and can demonstrate they work on behalf of the team.
In this role, you will:
Define sales and supporting ecosystem strategy and execution models for worldwide execution or primary hyperscaler offerings to deliver success in VMware's multi-cloud strategy.
Define execution framework and strategy for cross-functional success including OKR setting alignment for functions within vmware as well as with HS leadership.
Continuous engagement and improvement evolve scale model leveraging the HS partner leadership, GTM orchestration, VMware BU, PS, CSX, GSS, Sales Ops, Comp
Lead strategy and execution for soln specific cloud economics
Lead strategy and execution for field architecture and product influence inclusive of new use cases, architecture development, customer scaling, complex deals
Influence decisions with worldwide VMware functions as well as with each hyperscaler. The role requires
Leading with high levels of ambiguity, complexity and influence. The complexity of this operating model is generally not understood nor well-defined and requires a senior leader to define and drive the change required to scale this business
Required Skills
Minimum 10 years in building and leading new or emerging business developing executable Sales strategy with demonstrated achievements
An executive presence, strong strategic mindset, and ability to execute
Experience managing quota and delivering forecasts
Proven ability to coach for both short and long-term results
Advanced skills in strategic and value selling, including managing six and seven figure transactions
Experience selling in both a direct and an indirect or channel driven model
Proven approach to manage both under-performing and high-performing employees.
Experience in complex sales campaigns involving multiple resources - sales executives, specialists, overlays, field and inside sales teams
Preferred Skills
We are interested in individuals who embody and can demonstrate our EPIC2 values: Execution, Passion, Integrity, Customers and Community
Self-starter who takes initiative and works with limited direction
Experience managing complex deal shaping (software, hardware, services, partner, customer overhead, etc.)
History of strong relationship building with customers and channel partners
Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations
Highly trusted individual who maintains and expects high standards for self and team - Analyzes available data and makes decisions which are best for VMware
Education/Experience - BA/BS degree or higher
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Solutions Architect
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-05-22
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.
