The Regional Sales Director, SLED Southeast, is a sales management role responsible for leading a sales team of 5-10 highly skilled, seasoned sales individuals. 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. He/she will be involved in the entire customer value focused sales cycle. The sales related responsibilities of this candidate may include business development, requirements gathering, leading the development of value added solutions, articulating VMware’s point of view and value proposition, and conducting sales presentations to C-level customer executives.
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• 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 SLED 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 SLED business growth and partnership opportunities between our organizations
• Work closely with the Sr. Director of Channel Sales and Manager 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:
• 12+ years of sales experience in the IT industry, preferable in Enterprise software. Face-to-face Opportunity Identification, Selling to Data Center Executives, Leveraging Partners/Solution Providers, Creating Business Cases and Proposals
• 8+ years of high-level management experience of 7 or more direct reports in a fast paced, highly competitive, ever-changing sales environment.
• 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.
• 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
• Proven track record working with OEMs such as IBM, HP, Dell, etc. to build strategic and cooperative sales campaigns together –
• SLED Experience is a must
• BA/BS degree or higher
• Ability to travel 40 – 50% of the time
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