Director, Application and Cloud Transformation
ACT...w ho we are:
An Americas-wide -Big Deal- Pursuit Practice with a single Mission to drive long-term transformational business success for our customers and VMware.
Purpose of R ole
Reporting to the Senior Director, ACT Americas, the Director ACT's mission is to drive VMware's long-term revenue growth and profitability through larger and more strategic transactions by orchestrating resources, coaching, advising and enabling sales teams, partners and customers on our core LTEM and value-based selling strategies. This position also reports dotted line to the Regional VP Sales as part of the Regional Management team.
The Director, ACT will follow a consistent and defined programmatic approach to help the Sales organization develop and close larger more Strategic Deals. The role will utilize out-quarter pipeline development, Account Planning, Strategic Opportunity Reviews, Pursuit Planning, Deal coaching and choreography, thought leadership, best practices, and aligning key resources to maximize market opportunity, accelerating sales cycles and closing larger deals successfully.
The role also participates in VMware's overall transformation effort to establish one of the best Enterprise Salesforce in the industry.
Priorities & Responsibilitie s
Drive the ACT engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop and help close strategic pursuits.
Orchestrating key resources through the ACT Engagement Model, including field sales, partners, and a team of Offer Managers(OM), Business Value Advisors (BVA) & Business Solution Strategists (BSS).
Managing the qualification/selection of the Strategic Pursuits through the Territory Business Review process, in concert with the Regional Sales Leadership.
Champion Collaborative Account Planning Sessions (CAP) for Strategic Pursuits.
Drive the Strategic Pursuits cadence process.
Drive big deal thinking, best practice sharing and extended team collaboration
Be the voice of the field sales to corporate to continually improve and ensure successful outcomes
Drive Strategic Pursuits: managing the assessment and selection of opportunitieswhere we intend to build> $5M opportunities, tracking the set of activities (Account Based Marketing, Account Development Workshop, involvement of BSS) and progress of the opportunities.
Helping propagate best practices and content (deal structure, content relative to attractive themes like Digital Transformation, IoT, references, Value-plays)
Represent VMware in senior customer facing roles, i.e. executive sponsor, business strategist, negotiator
Measure of success
80% on Regional Private SectorE1/E2 bookings target
20% on the number of Large Deals (>$2M, >$5M)
Skills and experience required
15 years of experience in the software industry
7 + years of consultative sales experience into Enterprise accounts
3 + years selling SaaS
Demonstrated coaching and mentoring experience
Excellent presentation and communication skills
Excellent knowledge of Sales Methodologies
Well organized and analytical skills
Experience within a large organization, ability to work in a matrix environment
Management experience
University Degree or equivalent
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Business Development
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-08-08
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.
