Director - Sales - Cloud Management - VMware - Portland

Job description
The Cloud Management Sales Director is a sales leadership position responsible for building and managing a high-performance team of solution sales specialists; providing specific industry, domain, and solution expertise to drive new business, building customer loyalty, and facilitating the closing of sales opportunities within a geographic sales area. The Cloud Management Sales Director leads a team of solution sales specialist focused on making VMware's Software Defined Data Center Vision actionable in terms of consulting and technology solutions from VMware, driving adoption of the vision through vCloud Suite sales and the application of vCloud suite in solution sales strategies.


Key Responsibilities:

* Provide strategic direction and act as a thought leader with primary responsibility for developing and executing innovative sales strategies to uncover customer business needs met through transformation initiatives achieved through VMware SDDC solutions and services

* Act as a business partner with Area Vice President of Sales, Regional Director of Systems Engineering and Regional Director of Professional Services to create, maintain and execute a business plan with goals and objectives for the area, based on opportunity, customer needs, and VMware’s strategic direction

* Manage and direct the activities and performance of sales specialist team, setting expectations and providing guidance, direction, and coaching as needed to ensure business objectives are achieved

* Provide leadership across a highly matrix managed environment with business units and vertical market segment teams, building relationships at all levels and regularly collaborating with Sales, services and BU leadership on strategies and GTM planning

* Gain a thorough understanding of the business to ensure that we acquire, penetrate and retain high-value customers

* Support teams by participating in customer meetings and building relationships with customers and partners, as appropriate

* Be Operationally Excellent in the day-to-day running of the business including (but not limited to) forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing

Requirements:

* 10+ years in enterprise software sales at industry leading companies. With a proven track record managing geographically dispersed, highly successful sales teams, in a highly competitive environment

* Strong executive presence with experience and comfort level working with C-level executives at Fortune 500 companies

* Experience building and developing a high performance sales organization through hiring, training, coaching, developing, and goal/objective setting

* Extensive experience negotiating 7 and 8 figure deals with extremely complex terms, conditions, price pressures and considerations

* Strong leadership, planning, execution, people-management and coaching skills.

* Strong services acumen to insure specialist team members are driving solutions (product and services) that reduce cost, improve agility, and delivery reliability to IT stakeholders

* Strong communication skills, including establishing credibility and trust with customers and building influential relationships with partners, including internal business partners

* Excellent knowledge of VMware sales methodology, booking process, products and pricing practices

* Strong business analytical skills including developing business cases and Financial Models including ROI/TCO

* Ability to understand and present VMware's vision, strategy and organization

* BA/BS degree or higher

* Minimum of 10 years experience in the technology industry

* Ability to travel a minimum of 50% of the time

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