Director, Cloud Sales, Hyperscalers and Strategic Cloud MSPs

About VMware:

VMware (NYSE: VMW) is the leader in virtualization and muli-cloud 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 highly end to end automated SDDC virtualization, cloud management and security software with a focus on Hybrid, Edge and multi-cloud, modernized DevOps and security solutions. 

Job Description:

The Director of Americas Cloud Sales for Hyperscalers and Strategic Cloud MSPs, reporting to the Americas GEO Lead for Hyperscaler and Cloud MSP sales, will be responsible for building, leading and managing the Americas Cloud Sales Team focused on alliance synergy, business development and business growth of VMware’s Hyperscaler (GCVE, OCVS) and top strategic Cloud Managed Service Providers.

This talented and highly motivated leader will build, develop and lead a high-performance sales Team and exceed the assigned goals while leading with and evangelizing VMware’s “EPIC values”.

This Director role will be responsible for achieving bookings, revenue and consumption goals within the Americas GEO for VMware products, services and professional services sold TO and THROUGH assigned Hyperscalers and strategic Cloud MSPs.

To ensure success, there will be accountability in driving strong sales alliance relationships amongst the assigned Hyperscaler and Cloud MSPs AND VMware’s sales divisional Leaders and sales Teams through effective executive call strategy and highly proactive Sell Through and With selling motions, prescriptive sales initiatives, business governance and collaboration cadence best practices.

This Director will possess stellar communication and presentation skills with great capability to develop and maintain strong relationships amongst key stakeholders both internally and externally across sales, technical, operations, marketing and executive Teams all to drive mutual success.

Job Responsibilities:

• Build, develop and lead a high performance and highly skilled sales team
• Exceed all bookings, revenue and consumption goals.
• Instill impeccable forecasting discipline amongst the Team and submit accurate and timely forecasting.
• Build and execute an effective strategic sales planning and coverage strategy leveraging cross-functional resources and extended Teams both internally and externally.
• Drive business development planning and execution synergistically across VMware Sales, Technical, Marketing and Business Unit/Specialists Teams. 
• Build sustainable and healthy Hyperscaler, strategic Cloud MSP and VMware Sales Division relationships through executive call strategy, governance and collaboration cadence that yields effective synergy to exceed goals.
• Deliver and promote business relevance and successes to VMware Sales Divisional Leadership Teams through effective forecasting, reporting and dashboarding.
• Drive and ensure effective enablement both within and across VMware sales divisional sales Teams and assigned Hyperscaler and Strategic Cloud MSP sales Teams.
• Work synergistically with Global Hyperscaler and Cloud MSP Strategy Team to ensure effective strategic sales plan execution, drive closed-loop feedback, operational efficiency and accurate/timely reporting. 
• Evangelize and effectively present VMware multi-cloud vision and strategy emphasizing Hyperscaler and strategic Cloud MSP relevance.
• Effectively escalate critical customer issues.
• Timely submit required weekly, monthly and quarterly business reviews and update documents.

Required Experience:

• 8+ years of successful alliance sales experience selling software with solid understanding of SaaS and subscription and cloud services operational business models.
• 5+ years of successful sales management and leadership experience in a dynamic, highly competitive, ever-changing sales environment.
• Stellar presentation and communications skills.
• Proven success in building effective sales pipeline, understanding the scope of opportunities, accurately forecasting and converting/closing opportunities.
• Strong leadership and motivational skills and the ability to build and execute an effective sales coverage and go-to-market strategy leveraging cross-functional resources.
• Ability to derive and execute effective strategic business plans through strong information and factual data gathering and collaboration/communication skills.
• Ability to solve complex problems and instill greater simplicity into the business through effective escalation and teamwork.
• Proven customer first approach with Strong business acumen, presentation and negotiation skills.
• Proven success in recruiting and building sustainable alliance and customer relationships through effective executive call strategy.
• Proven experience in leading quota carrying sales teams with demonstrated goal achievement and successfully leading and leveraging extended resource teams to drive and support sales growth.
• Proven experience in successfully coaching and developing individuals for success and career development.
• Ability to work effectively with and across all levels of business in a highly matrixed organization.
• Creative self-starter who takes initiative and works with limited direction.
• Managerial courage and strong negotiation skills is imperative.
• Ability to travel 50%+ of the time.

BA/BS degree or higher

Due to the Biden Administration issuing an Executive Order (EO) that effectively mandates COVID-19 vaccination for all U.S.

based employees of federal contractors and subcontractors, all U.S.

based VMware employees will need to be fully vaccinated by January 4th, 2022, or by their first date of employment if after that date, subject to legally required accommodations.