Senior Director, Cloud Management Sales, Apj

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

The Cloud Sales team delivers great results in 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.

As the Senior Director, Cloud Management - APJ role, you will have responsibility for selling the VMware Cloud Management and CloudHealth Portfolio to public sector, enterprise and commercial customers across APJ & China. The position will be responsible for building the cloud 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. You will lead the overlay cloud sales specialist team and will need to coordinate and work closely with VMware’s core Field and Partner organizations 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.

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 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 operationalization of the WW cloud sales strategy into APJ
- Coach and manage a team of sales specialist 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 monthly recurring revenue (MRR)
- 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 organization 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 organization 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 optimization.

Job Requirements:

- 15+ years of sales experience in the IT industry, with Enterprise software, hosted services and / or cloud.
- 10+ years of sales management experience.
- Strong knowledge of the IT hosting and cloud services segment.
- Deep background, relationships with, and understanding of Tier 1 Public and Hybrid Clouds.
- Strong background serving the APJ market
- Experience moving a sales organization from a perpetual license model to a service/consumption-based model is highly desirable.
- Experience in senior leadership roles in developing and managing new sales organizations.
- Ability to articulate and evangelize the value of hybrid cloud IT solutions.
- Channel development and channel sales experience.
- Experience with new product introductions.
- Strategic thinker with a sales mentality, as well as analytical ability and a proven ability to execute strategy.
- Strong leadership and Customer Relationship skills.
- Contract negotiation and deal forecasting experience.

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