Director, Cloud Services

**The Elevator Pitch: Why will someone enjoy this new opportunity?**

The Sales Cloud Teams deliver great results in helping our customers during their digital transformation journey. We are committed to offer growth opportunities to our team members within VMware. We provide a peaceful working environment in a leader software company. Our ‘why’ is to innovate and transform our customer business. Our ‘purpose’ is to connect people, exchange ideas, provide insights and improve the way everything can be done in the world. We do this by enabling technology for good.

In the Director, Cloud Services - South East Asia & Korea (SEAK) role, you will owns responsibility for selling the entire VMware Cloud Portfolio to enterprise clients and to partners in South East Asia & Korea. The position is responsible for building and executing on the plan to achieve booking and revenue consumption targets, managing the sales forecasting process, and coaching the team of cloud business development and sales professionals to overachieve the assigned business objectives.

Within a matrixed management structure and in collaboration with the VMware APJ Cloud leadership team, the position has responsibility for working closely with VMware’s core Field and Partner organisations to manage interactions with our clients and partners to achieve success. Deep knowledge of the cloud services marketplace, hybrid cloud, IT sales cycles, and VMware’s partner programs and ecosystem will all be critical for success in the role.

**VMware Cloud (hyperscalers)**: VMware’s hyperscale partners have implemented VMware’s platform in their respective clouds, enabling customers to run their vSphere-based workloads in any cloud.

**Cloud Management & CloudHealth**: VMware’s Cloud Management and CloudHealth portfolios provide unified management, assessment, optimization and governance of multi-cloud environments across public, private and hybrid deployments.

**The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**
- Identify and engage with high propensity customers and partners.
- Responsible for the execution and operationalisation of the WW cloud sales strategy into the SEAK market.
- Accountable for achieving VMware's bookings & revenue consumption targets for the VMware Cloud portfolio.
- Ability to evolve and develop the overall sales strategy and model for cloud services in the SEAK market.
- Coach and lead a team of sales specialists and channel personnel.
- Run a weekly forecasting cadence to provide visibility to VMware's leadership of sales pipeline status and plan to achieve target bookings, as well as upside and downside risks to achieving targets.
- Be operationally excellent in the day-to-day running of the business including (but not limited to) forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing.
- Collaborate and build strong relationships with core Field and Partner sales leaders to ensure proper engagement with core teams and customers.
- Act as a business partner with corporate functions including: Customer Success, Finance, Deal Management, Legal, Sales Operations, Global Support Services, Renewals and Human Resources.

**Job Requirements**:

- 10+ years of sales experience in the IT industry, with enterprise software, partner hosted cloud services and cloud offerings in SEAK / APJ region.
- 5+ years of sales management experience.
- Highly trusted individual who maintains and expects high standards for themselves and their team.
- Able to work across multi-functions/multi-individuals to achieve desired results.
- Consultative sales experience especially in client adoption of cloud services in the infrastructure space.
- Strong knowledge of the hosting services and cloud services segment in the SEAK market.
- Ability to articulate and evangelize the value of hybrid cloud IT solutions.
- Experience moving a sales organization from a perpetual license model to a service/consumption-based model is highly desirable.
- Experience with new product introductions.
- Channel development and channel sales experience.
- Strategic thinker with a sales mentality, as well as analytical ability and a proven ability to execute strategy.
- Contract negotiation and deal forecasting experience.

**What is the leadership like for this role? What is the structure and culture of the team like?**

This role is a part of the APJ cloud leadership team reporting to the Vice President of Cloud sales APJ. The Worldwide Cloud Sales team is led by Paula Hodgins our Senior Vice President of Worldwide Cloud Sales. Paula is the Global Sales Leader for VMware’s high growth multi cloud management solutions as well as our MSP and CSP partners. Paula is passionate about technology and how it can help people and organizations achieve more. Paula is committed to advancing women in