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Regional Director, Canada and Cable - Opportunity for Working Remotely

Company: VMware
Location: Palo Alto
Posted on: September 18, 2022

Job Description:

The Elevator Pitch: Why will you enjoy this new opportunity?The world is changing fast and Service Providers are looking for technology to advance their cloud and application journey that enables them to take advantage of 5G, enter the era of multi-cloud technologies and build open systems that will offer them increased flexibility and speed never seen before. The Global Servicer Provider team is working with top operators globally to solve their toughest challenges through disruptive technologies like edge computing, O-RAN, Kubernetes, artificial intelligence, and blockchain all of which will accelerate the next wave of innovation. Our software and services span Application Modernization, Cloud, Networking and Security and Digital Workspace.As the Client Director, you will be responsible for selling into all lines of business at including network, IT and sell-through. You will work with leaders at and VMware to make new markets, innovate and solve your customers toughest challenges through disruptive technologies like edge computing, multi-cloud, Kubernetes, artificial intelligence, and blockchainall of which will accelerate the next wave of innovation. Our software and services span Application Modernization, Cloud, Networking and Security, and Digital Workspace. As the sales leader, you will be responsible for the overall account strategy and management of the account including the creation and execution of a business-outcome based strategic plan, goal obtainment and revenue growth. You will be the executive contact across the customer buying centers on behalf of VMware communicating VMwares unique value and maintaining peer-level relationships and trusted advisor.Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?The key performance outcome is the leadership, managing and coaching of your direct and extended teams, including internal and external partners, in delivering innovative, strategic and transformational value to your customer which leads to a delighted customer, and bookings and revenue growth for VMware. You will set the strategy for the global service provider account and ensure this strategy is executed. You will maintain a high-touch and trusted advisor status with . You will meet or exceed business goals and revenue targets. You will demonstrate your account sales leader, people manager and business leader skills across the following areas:

  • Rapidly understand VMware, its direct markets, channels and resources and assess quickly where additional support and emphasis is required
  • Construct deals and sell large multi-product, integrated solutions and services utilizing strategic partnerships which drive business outcomes
  • Manage tactical business while investing in larger, longer term strategic opportunities
  • Manage contract and pricing strategy
  • Lead, co-ordinate and influence on a global basis, the activities of pre-sales (systems engineering), consulting (post-sales/implementation/professional services), channel managers and marketing, working with functional leaders to ensure the right skills and resources are made available in support of accelerating deals and delivery for your customer.
  • Maintain operational excellence in the day-to-day running of the business including (but not limited to) accurate forecasting, robust pipeline development in line with targets, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing.
  • Build, lead, motivate and/or expand the Global Account Sales team as needed, by recruiting and developing a world class, diverse and inclusive team of Global Account Executives capable of selling a complex software stack in a value-based consultative selling model.
  • Provide professional leadership coaching and mentorship of the account team to help drive their success as individuals and members of the team.
  • Be responsible for significant key partner relationship management and development
  • Be a strong communicator with ability to write and speak in a way that clearly articulates a point of view for VMware and your customer.What skills and competencies will lead to excellence in this role:
    • Proven success and track record selling technology in a global account and solution selling.
    • Experience with driving, shaping and executing large, global deals with Service Providers, including problem-solving, negotiation, strategic account planning skills that you have developed over the past 15+ years selling.
    • Experience, over 10+ years preferred, working with Board and C-Suite level executives with service provider customers and in building necessary business relationships throughout the customers organization.
    • Sales leadership in a global software organization with significant matrixed sales management responsibility. Building, inspiring and management of teams to succeed and work effectively with and across all levels of the organization. Development of an exceptional team of sales professionals.
    • Technical wherewithal to lead sales of existing and emerging leading-edge technologies.
    • Experience of commercial and contractual negotiations with a complex set of customers.
    • Knowledgeable in all facets service provider technologies: data center, RAN, cable, transport, and security.
    • Self-starter who takes initiatives and works with limited direction.What will distinguish the best candidates:Candidates who embody our EPIC2 values - Execution, Passion, Integrity, Customers and Community. Team members who are logically curious, interpersonal, customer focused and able to find the humor in situations tend to thrive at VMware. Highly trust-worthy individuals who maintain and expect high standards for self and team.
      • Established and referenceable relationships with key contacts at C-Suite and/or board level within designated account
      • International Sales experience with Service Providers
      • Familiarity with Target Account Selling or another established sales methodology
      • Highly trusted individual who maintains and expects high standards for self and team, and is experienced in developing and growing high-performance teams.
      • Experience in attracting, developing and retaining talent
      • Self-starter with a high level of commitment and energy
      • Field sales experience in Cloud, SaaS and Subscription
      • A bachelors degree; Masters degree strongly preferred
      • Willing and able to travel up to 50% of the time.What is the leadership like for this role? What is the structure and culture of the team?You will report to a seasoned leader in a culture of trust, inclusiveness, respect, collaboration and accountability. In addition to your direct leader, your peers and extended leadership team across Globals have 20+ years of experience varying in skills providing the opportunity to learn and build upon existing skills to help with continuous growth. The VMware Global Accounts Program serves the largest, most strategic global customers across multiple geographies, representing the entire portfolio with a single, unified team, and to help our customers achieve their goals on a global scale.Where is this role located?This role is considered flexible and will be a mix of working from a local VMware office and remote depending on your preferences. You will be expected to live within a reasonable distance from HQ in Philadelphia.What are the benefits and perks of working at VMware?You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting
        • Employee Stock Purchase Plan
        • Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
        • Generous Time Off Programs
        • 40 hours of paid time to volunteer in your community
        • Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities
        • Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
        • Wellness reimbursement and online fitness and wellbeing group classes#LI-TJAECKLEThis job requisition is not eligible for employment-based immigration sponsored by VMware.This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.Category : SalesSubcategory: Field SalesExperience: Business LeadershipFull Time/ Part Time: Full TimePosted Date: 2022-09-12Global Accounts: VMwares Global Account team plays a vital role in our companys success. We serve more than 100 of VMwares largest customers, who contribute more than $1 billion a year in new product and services revenue. Were obsessed with our customers success, and were laser-focused on finding new ways to help them overcome challenges, generate greater revenue, and exceed their business goals. Our key strategy is called Co-Innovation, where we work with customers to apply the right talent and technology from VMware and our partners to transform the customers business for their benefit. Are you ready to help us grow VMwares presence among our premier customers? As part of our team, youll gain the skills, knowledge, experience, and confidence to boldly drive new business solutions for some of the worlds largest and most influential companies.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 whats possible today at 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.

Keywords: VMware, Palo Alto , Regional Director, Canada and Cable - Opportunity for Working Remotely, Executive , Palo Alto, California

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