Senior Director, Vmware Cloud On Aws, Sales, Apj

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

The Cloud Sales team delivers great results by helping our customers along their digital transformation journey. 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. We are committed to offering growth opportunities to all our team members in VMware and we provide a peaceful working environment in a leading software company. The VMWare Cloud team is a key growth engine within VMWare and as such we are seeking talented people to join us and bring their cloud selling skills.

As the Senior Director, VMware Cloud on AWS, Sales, Asia Pacific & Japan, you will have responsibility for selling the VMware Cloud on AWS Portfolio to public sector, enterprise, and commercial customers across APJ. As a member of our Asia Pacific and Japan Cloud leadership team, this senior position engages across a matrixed organisation inclusive of multiple cloud SaaS business units and critical supporting functions - such as engineering, marketing, enablement, professional services, and our multi-cloud partner ecosystem.

You will lead the overlay cloud sales specialist team and will need to coordinate and work closely with VMware’s core Field and Partner organisations to achieve success and manage interactions with our existing customers. 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. You will have proven leadership experience, executive presence, and outstanding cross-group collaboration. Prior experience in a leadership position working with or for AWS is desirable.

**The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**
- Accountable for achieving VMware’s revenue consumption targets for VMware Cloud on AWS portfolio; lead and drive exceptional sales and operational execution and develop initiatives to penetrate the market, achieve sales goals, and leverage sales assets.
- Responsible for the execution and operationalisation of the WW cloud sales strategy into APJ
- Coach and manage a team of sales specialists and channel personnel.
- Run weekly forecasting processes to provide visibility to VMware’s leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.
- Identify high propensity customers.
- Drive increased annual recurring revenue (ARR)
- Collaborate and build strong relationships with core Field and Partner sales leaders to ensure proper engagement with core teams and customers.
- Consultative sales experience especially around adoption of cloud services in the infrastructure space
- Acts as a business partner with corporate functions including Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources.
- 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.
- Serve as an exceptional leader and change agent. This executive will collaborate across the organisation and help bring disparate teams together into a more cohesive unit.
- Work closely with the Sales Leaders to ensure that Partner and Inside Sales teams are providing sufficient support and on-track to contribute to achieving bookings and pipeline goals.
- Highly trusted individual who maintains and expects high standards for self and team
- Ability to evolve and develop the overall sales strategy and model for cloud services
- Able to work across multi-functions/multi-individuals to achieve desired results
- Leverage the SE organisation for desired results at top accounts
- Raise the bar with every hire
- Develop a consumption
- & customer-obsessed mindset throughout the sales team, with the expectation of full-lifecycle sales engagement throughout the customers’ cloud journey across public/Hyperscaler, private, hybrid and edge cloud environments, and their management and optimisation.

**Job Requirements**:

- We are interested in individuals who embody and can demonstrate our EPIC2 values: Execution, Passion, Integrity, Customers and Community
- Minimum 10 -15 years in managing quota carrying cloud or software sales teams with demonstrated achievements
- Experienced managing quota and delivering forecasts
- Proven ability to coach for both short and long-term results
- Advanced skills in strategic and value selling, including managing six and seven figure transactions
- Experience selling in both a direct and an indirect or channel driven model
- History of strong relationship building wit