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Senior Director, Sales

Heptio - Australia,

Source: uWorkin

Source: uWorkin


The emphasis of the Sr. Director, APJ End User Computing Sales for VMware is to be an inspirational sales leadership and operational management for continued growth across all the End User Computing (EUC) portfolio. VMware is seeking a seasoned leader to serve as a key member of the VMware Executive Team. The Sr. Director, will lead, steer and scale VMware’s EUC Sales Team across the APJ theatre, ensuring that sales, pre-sales, marketing, consulting, channel operations and customer success teams are aligned for effective coverage and identifying business opportunities. The Senior Director will also work with the broader APJ businesses to effectively team and collaborate to maximize coverage, efficiently execute, and grow our EUC business. We are seeking a truly exceptional leader who will thrive in building, leading, and managing second and first-line leaders – direct and matrixed - and the EUC teams across APJ.

We are looking for a dynamic leader with progressively responsible and successful sales leadership experiences with at least two large, global and well-regarded technology companies, together with one or more smaller/more entrepreneurial company experiences. Our team needs a leader who believes, and can demonstrate, they work for the team. Our customers who are evaluating cutting edge technologies in a rapidly changing environment want to meet with sales teams with mastery in the space, but more importantly the art of discovering and creating value for VMWare in the customers’ journey.

Our EUC solution is viewed as a ‘platform’ that will improve our Customers’ Employee Experience enhancing Employee productivity and improving Employee engagement. Our solutions enable employees to access any application from any device from anywhere in a secure and efficient way – optimal for distributed and remote work and efficient IT management. The Senior Director, EUC Americas Sales will own sales responsibility for selling the entire EUC Portfolio, including solutions enabling Virtualized Desktop Infrastructure (VDI) and Apps Management, Mobile Device Management (MDM), Unified Endpoint Management (UEM) and Workspace Security solutions.

This leader will be responsible for building the EUC sales plan for achieving a revenue quota target, managing the sales forecasting process, and coaching the team of business development and sales professionals to achieve (or, ideally, over-achieve) the target quota.

The position will lead the overlay EUC sales specialist team; he/she will need to coordinate and work closely with VMware’s Core Field and Partner organizations to achieve success and manage interactions with their existing customers. Deep knowledge of the End User Computing market, IT sales cycles, SaaS/Subscription services and VMware’s partner programs and ecosystem, will all be critical for success in the role.

This position will report to the Vice President of Worldwide Sales for the EUC Business Unit. The Senior Director, will manage a team of first and second-line sales leaders including leaders for SEAK, ANZ, India, Greater China and Japan.

Core competencies for the role

Hands-on Leader. Bring your “A Game” to drive a focused plan to help VMW navigate both internal and external opportunities & challenges to scale a team that is akin to a startup within a very large organization.
A visionary leader for the company, cultivating innovation, articulating a compelling, long-term vision for the future, and inspiring others to action.
A leader with experience in building strategic plans and driving sales execution tactics to support the plans. A data driven approach to build a repeatable sales model. Proven examples from the past would help.
An inclusive leader who fosters a collaborative environment where everyone feels they are equal and has a voice, walks the talk, and galvanizes the team to execute the mission.
Predictable Forecasting is a key tenet of success. Help your team provide accurate data to enable both – accurate forecasts, more importantly predicting future growth by looking at current quarterly numbers.
A leader that has a successful experience of building go to market models with some of our top partners like Microsoft, AWS, Carriers, Solution providers, OEMs like Apple, Dell, Lenovo, Samsung, Google as well as Global Systems Integrators and corporate resellers.

Key responsibilities

Achieving VMware’s ACV growth goals and renewal performance across the EUC portfolio
Drive market share growth for EUC by driving transformational initiatives and new workloads across VMware installed accounts and New Logo acquisition
Collaborate regularly with other VMware Franchise sales leaders to develop multi franchise strategies and enterprise agreements
Develop and maintain strong relationships with key customers and partners.
Work with sales leadership to ensure customer focused end to end GTM across Marketing, SEs, Partner, Inside Sales, Professional Services, Renewals and Customer Success teams
Collaborate and build strong relationships with Core Field and Partner sales leaders
Engage with EUC Business Unit leaders to align on business goals and provide feedback on what will be required for successful execution against our booking’s targets
Partner with corporate functions including: Finance, Deal Desk, Legal, Sales Operations and Human Resources.
Maintain strong reporting and accountability against numbers, driving to exceed quotas, while developing and managing incentives.

Job Requirements for the role

Extensive sales leadership experience in software or technology from two large multi-billion-dollar companies, with additional experience in a higher growth mid-cap seen as a plus, with at least 6 years of SaaS and/or Subscription software sales experience.
Experience selling in both a direct and an indirect or channel driven model
Experience in building strategic plans and driving sales execution tactics to support the plans
Advanced skills in strategic and value selling, including managing six and seven figure transactions
Experience in sales campaigns that include sales executives, multiple specialists and overlays, field, and inside sales teams
Can operate in large, complex, matrixed organizations
Experience selling platform products, such as Unified End Point Management (UEM), VDI, Virtualization, Mobile Device Management, Hosted Applications, PC Life Cycle Management, Application Access & Monitoring solutions
Building and managing a predictable sustained growth model that is cost-effective
Proven metrics to track performance and productivity of the team. Be prepared to show examples & data of what key elements would be needed to track that constitute a high performant team.
Able to own a high-volume, transactional business with many deals being developed and closed at a time as well as few large opportunities. Balance the large with the small and the channel routes to market.

Preferred Skills

Knowledge of Citrix Virtual Apps & Virtual Desktop, Microsoft Windows OS, Intune, Azure, AWS, Google for Education, MacOS, iOS, Android and Chromebook
Success winning net new accounts, as well as selling into white space within existing install base
Deep background, relationships with, and understanding of the EUC partner community – including Distributors, VAR’s, SI’s, and MSSP’s
Exposure working in a highly strategic capacity, with the ability to focus both on continuing successful sales execution, while simultaneously strategically planning for the next stage of growth.
Be able to bring a thoughtful approach to building scalable, repeatable programs and processes across a large global team.
Strong technical aptitude, and is comfortable holding deep, technical discussions with various functions across the organization, partners, and customers
A change agent who demonstrates the ability and track record that challenges the status quo by asking “why”, questions and driving continuous improvement.