Job Description:
The subscription economy is mainstream and growing. Customers want faster access to product updates, ongoing support and education, and flexible consumption and commercial models. VMware is listening to our customers and partnering with them to provide VMware Cloud commercial models and purchasing mechanisms including VMware Cloud Universal credit program and Commitment Based Cloud Contracts to consume VMware technology as a subscription in their on-premises and cloud deployments.
Reporting to the Senior Director of Cloud Universal Program, the Director of SaaS and Multi-Cloud GTM Engagement will be responsible for leading VMware SaaS and Sub GTM monetization programs and offers. Because this is a company-wide effort, the right person needs to become familiar with our product portfolio and act as an interface between the team and cross-functional teams to develop and go-to-market with offers that would help drive subscription and SaaS adoption and consumption.
This is a highly impactful and visible role, working with the executive leadership informing VMware's strategy on driving subscription/SaaS and engagement with a variety of customer personas to accelerate VMware's transformation to a modern multi-cloud SaaS company. The person must be savvy of technology industry dynamics and trends, develop a deep understanding of our business, be a constant collaborator with cross-functional teams, and a creative producer of offers and content.
Responsibilities:
Offer creation. Analyze our install base and create proposals for how to best transition the install base to subscription and SaaS, and how to best drive post-sale consumption and growth.
Customer segmentation. Determine customer buying needs and characteristics by customer segment. Customer profiling and buyer persona.
Customer journey. Understand and map out the customer journey and identify areas where we can improve the customer experience, drive consumption and cross-sell/upsell.
Sales Engagement and Enablement. Ready our field, partners, and customer success teams to carry the offer to market and to drive consumption. Help teams deliver the message with consistency and confidence through ongoing engagements and assets. Actively support teams in customer conversations as needed and guide them through the process.
Customer and account management: Create and maintain a tight feedback loop across sales, customer success, customers, partners, etc.
Creation of new incentives, tooling and processes (e.g. deal estimator tool, customer-facing consumption plan, consumption incentive)
Partner enablement in coordination with the commercial / partner sales teams
Maintain an E2E view of the state of the SaaS and Subscription business and develop consumption playbook to accelerate consumption and drive SaaS revenue growth
Sales and customer success support, and actively drive customer engagement in partnership with sales (supporting teams in live deals and engagements)
Financial analysis (e.g. deal analysis, input in projections)
Assess competitive dynamics - keep a pulse on and analyzing competitive offers and incentives
Qualifications & Experience:
10+ years of experience in Enterprise software, Cloud products/services, and SaaS offerings within B2B space
8+ years of relevant work experience in Management Consulting and/or SaaS GTM strategy
Ability to create customer-facing presentation content independently, author detailed market research documents, and conduct offer proposals
Ability to analyze and synthesize large volume of data and deal with complex uncertain scenarios and incomplete information
Ability to communicate at an executive level and engage with customers with compelling, clear, logical and data driven arguments
Strong presentation and interpersonal skills, comfortable delivering presentations to large audiences on a global scale
Intellectual curiosity & willingness to take ownership of deliverables
Must have a strong work ethic, expressing dedication to the business and pursuit of the agreed-to business agendas
Ability to thrive in an ambiguous and fast paced environment with an entrepreneurial approach, work autonomously with limited guidance
Be a change-oriented leader and thrive in an ambiguous, constantly changing environment.
Data-driven mindset with proven experience utilizing metrics & insights as tools for informed decision-making
A strong team player who supports their extended team and embraces ownership, accountability, and responsibility for the team's work
Enjoy orchestrating people and wrangling complicated, cross functional challenges
BSCS degree or equivalent, MBA preferred
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Business Strategy and Operations
Subcategory: Business Operations Analyst
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-09-13
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.
