The Customer Solutions Director (CSD) is a senior-level consultative sales leader. The CSD supports one of VMware’s sales regions/segments and reports to the Vice President of Enterprise Solutions. The CSD works closely with account teams that sell to large, strategic customers. The primary responsibility of the CSD is to help increase VMware’s penetration at strategic customers through driving solutions to deliver customer business value. These solutions go beyond the sale of our core vSphere product and provide a mix of products and services that address well-defined business needs.
The CSD is a strategic role for our VMware’s sales teams. The role combines the competencies of strategy consulting, deal structuring, and project management.
Core focus areas and responsibilities
Drive Focus Account Selling Strategy: Drive the Long Term Engagement Model (LTEM) execution for Focus Accounts.
Drive out quarter and out half pipeline generation and opportunity maturity.
Drive account planning focused on what is possible and establish the long term execution plan.
Drive field productivity through creation and adoption of new programs and new skills.
Drive best practices in selling multi year agreements
The CSD will play a significant role in helping to enable our field on Big Deal selling best practices:
Drive sales teams to understand the ELA process is complex (not transactional) and success requires following a well-defined sales motion
Drive early engagement and strategic selling around renewal ELAs
Act as a bridge between the Field, Deal Desk, Finance, and Legal to help facilitate faster and simpler deal structuring
Work directly with Field selling teams on major opportunities to facilitate deal structuring and effectively negotiate deal closure
Account planning and go-to-market planning: The CSD will help facilitate the process of getting account plans and a clear go-to-market plan in place within his or her sales region:
Drive account planning process with sales teams and define repeatable account planning methods with Field and Partner representatives
Drive collaboration across functions in account planning to enable greater solution selling (including identifying new product opportunities)
Engage with the Accelerate Advisory Services Team to develop transformational strategies for our customers
Drive selling behaviors to key metrics: We are driving a culture of sales excellence. This requires that we inspect what we expect. The CSD’s job is to help make this happen.
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