The Divisional VMWare Sales Leader role will provide sales leadership and management aligned to a Dell-EMC enterprise sales division to deliver continued VMware bookings growth via and with Dell EMC. The Divisional VMware Sales Leader will partner closely with the VMware Enterprise teams and sales leadership as well as the Dell-EMC Enterprise and Top Account teams and sales leadership to ensure that joint VMware and Dell EMC sales.
This role will be highly complex with significant exposure across senior leadership at VMware and Dell EMC. Consequently, this role represents a unique opportunity to play a major part in the success of VMware. We are therefore seeking a truly exceptional person with demonstrated capability to build, lead and manage a direct and cross-functional team across VMware and Dell EMC.
- This role will direct report to the VP, Dell Synergy & Transformation APJ. The role must be highly aligned and work closely with the VP and other members of the APJ Leadership Team and Synergy Leadership to drive VMware bookings leverage via the Dell EMC teams. This role is highly cross-functional in nature and requires demonstrated skill working in a matrix organization across VMware.
- Primary role is to orchestrate transformational deals in APJ Dell EMC Enterprise accounts in close partnership with Dell-EMC Enterprise teams, VMware Enterprise teams, specialists teams, and partners. Purposeful role in driving pursuit and capture of mutual list of “focus” accounts to be calibrated with Dell-EMC sales leadership. Assist in selling VMware solutions, as well as with entire sales process (Proposal-Quote-Contract-POs). Arbiter of conflict/overlap in portfolio selling situations with Dell-EMC-VMW sales leadership.
- This role will be expected to be Customer and Partner Executive facing regularly – to be the executive spokesperson for VMW at both 1-1 Executive and 1-Many Executive events or internal Dell EMC events
- This role will work closely with senior leadership at Dell EMC. A deep understanding of Dell EMC and demonstrated capability to work successfully with Dell EMC will be critical to success.
- Work closely with the Regional VPs of both Dell EMC and VMware to jointly achieve the quarterly Plan and built the required amount of Day 1 pipeline every 90 days. Experience with commercial and contractual negotiations with a complex set of customers with international reach will be important.
- Engage with Product Group leaders and other key business stakeholders, including Finance, Legal, Marketing, SE, Deal Desk, etc at VMware and Dell EMC to align on business goals and provide feedback on what will be required for successful execution against our bookings targets. Actively work to identify and remove any and all blockers that create friction in the joint selling process between the VMware and Dell EMC.
Requirements
- Disciplined in forecasting, pipeline measurement/campaign measurement for balanced portfolio growth, reporting of results to the VMW and Dell EMC stakeholders
- Highly trusted individual who maintains and expects high standards for self and team
- Natural and poised communicator with excellent interpersonal skills and a clear communication style. Should have the ability to present at all levels and in all situations.
- Exceptional leadership skills with the ability to create and drive vision across an organization with authority and gravitas.
- Proven ability to embrace and drive change in a fast-paced, fast-growing organization.
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