Senior Director National Partners Solution Providers VMware San Francisco

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Job Description:
The Senior Director, North America National Solution Provider (VAR) Sales Team is responsible for the overall field engagement and sales success between VMware and our top tier Solution Providers across North America and VMware’s Enterprise, Commercial, SMB and Fed sales teams. This role is responsible for optimizing our selling relationship across all the National Solution Providers and will lead the VMware’s channel sales teams dedicated to these partners across North America.

As a seasoned sales and channel executive, you’ll own the partnering strategy, relationship development and execution of partner-leveraged outcomes across these partners. You will act as advisor while counseling and directing the VMware field sales organization toward strategic sales success with our Solution Providers. You will have accountability to assist sales teams to improve performance by assigning sales goals, cadence and execution plans and for the development of sales enablement and demand generation activities to accelerate Solution Provider sales of VMware products

The successful candidate will possess demonstrated experience working within a highly strategic, solution-based software sales environment and demonstrated success meeting corporate sales, revenue, operational and strategic goals as well as the professional growth, development and success of team members. A strong leadership style, executive partnering experience, combined with a dynamic and creative approach to managing cross functional teams is required. This position will report directly to the leader of all Solution Providers, Americas Partners.

Key Responsibilities
• Achieve quarterly sales targets for the Solution Provider route to market
• Achieve quarterly targets for out-quarter pipeline development for the Solution Provider route to market
• Develop a sustainable partner coverage strategy with a detailed business plan.
• Actively manage monthly sales and pipeline cadence with the Area Partner Directors
• Develop executive level relationships with key Solution Provider Sales, Channels and Programs executives at our top Solution Providers to ensure that VMware is seen as a strategic partner
• Ensure that Solution Providers are enabled with knowledge needed to meet and surpass sales goals and demand generation targets
• Establish and implement leading performance measures designed to track and report progress against the Americas sales strategy for the Solution Provider route to market
• Ensure a high ROI on Marketing Development Funds and other investments made with the Solution Providers

Key Requirements
• Track record of success in leading partner sales teams within a highly strategic, solution-based, enterprise software sales environment with revenues of over $1B
• Proven ability to build, execute and measure both strategic and transactional, channel-led marketing & sales plays with Solution Providers
• Proven ability to develop initiatives that improved sales productivity and performance
• Background of introducing and measuring performance metrics and improvement programs
• Proven ability to communicate the business value and/or ROI of existing and proposed products and solutions at an executive level both within VMware and the Solution Providers
• Min 15 years experience in strategic sales, account sales, and/or strategic partner management in the high-tech industry in management capacity

Key Skills
• Understanding both business and people, including their drivers and success factors
• Understanding of sales methodology and booking process
• Excellent knowledge of software pricing and licensing practices
• Highly entrepreneurial and able to operate independently with minimum supervision
• Excellent written, verbal, analytical and business development skills
• Highly personable with excellent communications skills
• Heavily results-oriented; strong track record in meeting and/or exceeding revenue targets
• Experience with Solution Providers and strategic account management
• Through partner product launch and product marketing experience
• Ability to work closely with senior engineering management
• BS in Business or Computer Science with an MBA preferred

Personal Characteristics
• Strong Executive Presence - this role will have extensive executive visibility both internally and with our OEM Partners
• Strong Managerial Courage – the ability to have direct and straightforward conversations within VMware and our OEM Partners
• Possess the highest level of integrity, honesty and professionalism
• Adept at setting very high standards, attainable goals and stretch goals for their teams
• Fosters a team spirit, works well with peers and subordinates while effectively balancing short term sales goals with longer term strategic crporate goals
• Customer focused with a flexible, adaptable and versatile approach
• Proven ability to drive disciplined actions into a large organization

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