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VMware Sr Director, End User Computing Sales, AMER Globals - Opportunity for Working Remotely in Portland, Oregon

At VMware we live by our EPIC2 values which are Execution, Passion, Integrity, Customers and Community. Our exceptional EUC teams are improving our customer's journey to an Anywhere Workspace delivering the best, most productive digital work styles in the industry.

This role will own sales leadership responsibility for selling the entire EUC Portfolio including solutions enabling Virtual Desktop Infrastructure (VDI), Unified Endpoint Management (UEM), Mobile Device Management (MDM), Digital Workspace Platform, Work from Home/Employee Experience, and Workspace Security solutions.

As Sr. Director, End User Computing Sales, AMER Globals, you will coach, support, and lead a team of End User Computing Sales Specialists selling our EUC portfolio to a named accounts list of approximately 50-100 large multi-national global accounts.

This role requires inspirational sales leadership and operational management excellence to drive continued EUC growth among these accounts. This leader will grow business through matrixed partnership and collaboration with VMware core field sales teams including Globals Account Managers and their sales leadership, other VMware sales specialist teams, SE’s, VMware go-to-market partners, and other VMware EUC sales and business unit team members.

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

Key Responsibilities:

  • Accountable for driving 3X coverage pipeline, achieving VMware’s annual contract value (ACV) growth goals, and renewal performance across the EUC portfolio

  • Recruit and develop a world class sales team capable of selling our EUC portfolio

  • Collaborate regularly with other VMware franchise (specialty) sales leaders to develop multi-franchise strategies and enterprise agreements

  • Run a forecasting process 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.

  • Collaborate and build strong relationships with core field and partner sales leaders on what will be required for successful execution of our sales targets

  • 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.

  • Remote office location acceptable

Requirements:

  • Proven sales leadership success in a global software organization with significant matrixed sales management responsibility and 5+ years of SaaS / subscription sales experience. Additional experience in high growth small/mid-cap seen as a plus.

  • Experience and specific success driving, shaping, and executing large, global deals.

  • Advanced skills in strategic sales strategies, value selling, and emotional intelligence.

  • Experience in building strategic plans and driving sales execution activities to support the plans

  • Ability to articulate VMware’s leading-edge EUC technology concepts, value propositions, and competitive differentiators to customer leaders.

  • Experience of commercial and contractual negotiations with a complex set of customers with international reach.

  • Bachelor’s Degree or equivalent, or higher

  • Travel up to 50% of the time (once COVID is under control)

Preferred Skills:

  • Knowledge of Citrix Virtual Apps & Virtual Desktop, management concepts of Microsoft Windows OS, Intune/SCCM/MEM, Azure, MacOS, iOS, Android, endpoint security, and access management.

  • You are a leader with a point of view and continually evolve sales, increase market adoption and drive a service led sales culture, and can articulate the skills and processes that are required to pivot a team to SaaS and Subscription selling

  • Excellent at pipeline building strategies including both whitespace accounts and existing install base accounts

  • Strong technical aptitude within EUC, with comfort in translating technical discussions to business value delivery

Category : Sales

Subcategory: Field Sales

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2021-04-08

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.

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