The Senior Director, Sales, is a sales management role responsible for leading a sales team of 8-10 highly skilled, seasoned sales individuals consisting of Client Executives and Territory Account Managers. Territory includes Civilian, Financial and Legislative Branches of the Federal Government. The ideal candidate for this position will be an effective senior sales leader, a self-starter who takes initiative and works with limited direction, and a highly trusted individual who maintains and expect high standards for self and team.
• Reports to the Vice President of Federal Sales and will be responsible for building and managing a 8-10 person sales team
• Must possess strong leadership skills and the ability to build a complex sales strategy to ensure both short and long term goals, objectives and quotas
• Act as the front line executive who recruits, hires, develops, coaches, and manages a high performing Civilian sales team
• Generally splits time 50 – 50 between managing a team and customer interfacing calls
• Compose complex proposals and accurate forecasts.
• Manages all aspects of the territory: opportunity, pipeline development/progression, forecasting and reporting
• Maintains Operational Excellence in forecasting and pipeline
• Works closely with new, as well as established, channel partners to generate new business opportunities
• Works collaboratively across all VMware business units and business partners while identifying new areas of strategic domestic and international business growth and partnership opportunities between our organizations
• Work closely with the Sr. Director of Channel Sales and Director of Inside Sales to ensure that Partner and Inside Sales teams are providing sufficient support and on-track to contribute to achieving bookings and pipeline goals
Requirements:
• 15+ years of sales experience in the IT industry, preferable in Enterprise software
• 10+ years of high-level management experience of 7 or more direct reports in a fast paced, highly competitive, ever-changing sales environment within the Federal Government Market
• 10 + years’ experience in Face-to-face Opportunity Identification, Selling to Data Center Executives, Leveraging Partners/Solution Providers, Business Case and Proposal
• Minimum of 10 years in quota carrying sales role with demonstrated achievement
• Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations
• Extensive experience negotiating large 7-figure deals with extremely complex terms, conditions, price pressures and considerations
• History of coordination within an internal set of multi-functional teams such as Systems Engineers, Inside Sales Reps, Field Marketing, Professional Services, and Partner/Channel and Overlay Specialists teams.
· Domain experience selling in Datacenter Space
· Selling expertise, a major, in Applications, Enterprise Management, or Cloud with a minor in Compute, Network, Storage
· Proven track record with working with the channel, SISOs
· Experience selling complex solutions, requiring implementation, integration and Professional Services to execute
· Experience building demand with cycle times of 6-24 months
· Ideally able to network to LOB leader, CxO – but at a minimum able to work across IT, Ops, AppOps/Dev-admin
• BA/BS degree or higher is preferred
• Location Washington DC area
• Ability to travel 35%
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