Senior Director - Technology vCHS Business Development - VMware - Palo Alto

Job description
The Sr. Director, Technology – vCHS BD is a critical and important leadership role at VMware. The Sr Director, Technology – vCHS will report into the GVP Hybrid Cloud Business Development. The Sr Director, Technology – vCHS is expected to take a customer-centric approach to shaping and articulating VMware’s technology and strategy for our BD activities with a major focus on Service Providers. The Sr. Director, Technology – vCHS acts as a bridge between VMware’s R&D; community, our field employees, our partners, and our customers. The Sr Director, Technology will hire and manage a technology team that supports our business globally. The Sr. Director, Technology – vCHS will lead an organization that gains the prospects'' technical confidence and will promote the success of the vCHS sales organization. The Sr. Director, Technology – vCHS must be able to manage technical assets with consideration for sales success as well as financial effectiveness. The Sr Director, Technology – vCHS must be able to staff, motivate, develop, and retain the vCHS BD Technology Organization of the highest caliber that is capable of continuing and enhancing vCHS’s success in the marketplace. The Sr. Director, Technology – vCHS should take a prominent role in evangelizing vCHS’s vision and message.

Responsibilities:

Build and execute on a plan to execute with our targeted Service Providers globally
Review of resource utilization, planning for specialized coverage of all major business development activity areas and review of the resource matching process
Create an organizational culture that will be a basis for the motivation, development for our technical team(s)
Help build and Participation in GEO planning and be involved in business-technical discussions with our Service Providers. This will resulting in a detailed understanding of the top deals, teams and our regions
Direction of the Technical Managers and possible impact on SE’s within the region, and development of long-term coverage plans for the technology support globally
Account management activities may include development of account strategy, high-level presentations, problem resolution, relationship development, and coordination of corporate resource involvement with the top prospects within the region
Additional responsibilities include development of relationships with other organizations inside VMware as well as maintaining current knowledge of both corporate and industry direction
Engage with VMware’s field employees, customers, and partners to explain our technology vision in a manner that helps build commitment to this vision and drive adoption of our technology solutions
Articulate how vCHS products and our product roadmap align to our overall technology vision
Synthesize examples of where VMware’s solutions are delivering meaningful business value to our customers
Build C-level relationships with VMware’s customer and partners that result in deeper loyalty to VMware and broader adoption of VMware’s solutions
Expand VMware’s influence with key industry thought leaders by helping to develop, articulate, and refine our overall strategy, technology vision, and case examples of customer impact
Communicate to our partners and customers through a range of vehicles, including VMware-sponsored events, press and analyst engagements, sales meetings, and social media
Play an active leadership role as a member of VMware’s field technical community, helping to connect them with VMware’s extended R&D; community
Engage with VMware’s product engineering teams to help drive product roadmap and innovate, based on customer insight and feedback, as well as personal experience

Requirements:
5-10 years of customer-facing experience at a technology vendor. This should include meaningful C-level interactions that have resulted in continuing relationships and a track-record of acknowledged thought leadership
Experience in a proven Cloud Service Provider role/play role is desired
Excellent understanding of channel and direct technical sales models
Knowledge in selling complex systems products
Strong knowledge of the IT hosting and Service Provider ecosystems
Ability to articulate and evangelize the value of hybrid cloud IT solutions
Deep knowledge of the cloud services marketplace, hybrid cloud, IT sales cycles, and VMware’s partner programs and ecosystem will all be critical for success in the role.
5-10 years of software design, architecture, and implementation experience. This is critical to establish credibility with our R&D; community in understanding the challenges associated with complex software solutions development
Bachelor’s degree in computer science, engineering, or pure science desired
Master’s or doctoral degree in a technical field even better

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