About Us:
VMware (NYSE: VMW) is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. We empower our customers by radically simplifying IT through virtualization software with a focus on three core missions: End-User Computing (EUC), Hybrid Cloud and Software-Defined Data Center (SDDC).
Join our community - instigators of innovation and transformers of technology - as we envision and create what's next in IT. Get connected to an engine of opportunity fueled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT. With 20,000+ employees and 50+ locations worldwide, we are passionately driven to make an impact while contributing back to the community. Ranked on the Forbes 100 Most Innovative Companies in the World list.
Why work for our Division?
This position provides a unique opportunity to grow your career to join one of the most dynamic and fastest growing business unit at VMware, Cloud Sales. You would be working with a relatively small team that partners with Cloud Service Providers, Hyperscalers, and Managed Service Providers to help shape and grow their offerings. The team drives strategic and tactical initiatives with a sell to, through and with approach, addressing the needs of the end-users and their business imperatives. This is a great opportunity to look at the overall cloud business market, VMware cloud providers and the end customer needs.
Job Summary
The VMware Cloud Provider Sales Manager is responsible for exceeding revenue and Bookings goals for a select group of Strategic Managed VMware Cloud Provider accounts. Focus will be on developing eStaff relationships and driving top-down sponsorship and alignment for strategic initiatives that will drive new and improved revenue streams, incremental VMware product/services adoption and mutual business growth globally.
The Cloud Provider Sales Manager will be responsible for selling TO, THROUGH and WITH the select list of strategic Cloud Providers by creating, executing, and leading the strategic account plan working closely with all functional extended teams across VMware including solutions engineering, cloud practice, business units, marketing and extended sales Teams. The ideal candidate will be highly skilled at translating strategic objectives into a clearly defined, executable joint business plans, have considerable solution and consultative sales experience and proven success with Cloud Providers/MSPs and/or strategic enterprise/global accounts.
Responsibilities:
Create and execute of an effective strategic business plan that will drive product/services adoption, partner Go To Market Readiness and synergistic joint sales engagements amongst VMware and assigned Cloud providers ultimately exceeding goals.
Accurate and timely forecasting and internal account updates and communications
Build and leverage an effective executive call strategy and communications cadence to drive top-down sponsorship that will result in an effective joint business plan amongst assigned Cloud Providers
Engage and leverage extended Teams within Solutions Engineering, Cloud Practice, Business Units, Sales Specialists, marketing and Sales Operations all to support the strategic and joint business plan/s
Ensure effective communications and engagement cadence amongst key stakeholders (internally and externally) for optimal account management and business/project velocity
Engage customer sales, pre-sales engineering and marketing Teams with consistent cadence to grow and convert pipeline opportunities (Sell Through)
Manage and drive customer technical support escalations effectively
Provide guidance to extended sales Team to drive effective Sell WITH synergies
Proper and effective escalation of critical Customer issues.
Work with and leverage VMware 'Aggregators' supporting the VMware Service Providers.
Leveraging of VMware legal and business leadership resources to negotiate contracts as needed.
Responsible for achieving/exceeding all assigned sales goals and MBO's.
Typically, up to 40% travel time is expected, however, due to the pandemic challenges, travel is expected within reason.
Qualifications:
Minimum of 10 years of solution and consultative sales experience in large accounts, preferably with cloud providers/MSPs. Telco experience a plus.
Proven ability to develop, grow and maintain eStaff relationships for top-down sponsorship and strategic alignment
Solid understanding of scope and experience in selling TO, THROUGH and WITH Partner Customers to develop a strategic alliance
Exhibits exceptional sales and business acumen, credibility, and presence to enable effective relationship building, influencing, and instilling confidence at all business levels
Proven success in exceeding quarterly and annual revenue and bookings goals
Ability to leverage a matrixed organization of extended resources to execute the strategic business plan synergistically
Excellent communication and presentation skills demonstrating executive presence
Knows how to leverage broad and diverse Teams
Ability to navigate through and solve for complex business problems
High comfort level with complex cloud technology, solutions and concepts
High levels of energy, drive and commitment, combined with excellent written and verbal communication skills.
Experiences with Managed Service Providers, Professional Services a plus.
Strong business acumen and financial modeling experience.
Bachelor's degree required; MBA preferred
Deep understanding of Cloud Computing and all the XaaS offerings in market
Proficiency in data analysis with tools like Excel, Tableau and others.
"This job requisition is not eligible for employment-based immigration sponsorship by VMware.-
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Partner Programs
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2022-10-07
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.
