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Vice President, Sales - Security BU

Company: Dell Inc
Location: Palo Alto
Posted on: June 6, 2021

Job Description:

The overwhelming emphasis of the Vice President, VMware Carbon Black sales role is inspirational sales leadership and operational management for continued growth across all products under the Security Business Unit known as Carbon Black. These products include: Carbon Black Cloud, CB Response, CB Protection and App Defense. The VP, WW Sales will lead, steer and scale VMware's sales operations across the globe ensuring that sales, pre-sales, consulting and channel operations co-operate in facilitating effective coverage and identifying business opportunities. This role consequently represents a unique opportunity to play a major part in the success of VMware as a whole. We are therefore seeking a truly exceptional person who will be 'at home' building, leading and managing first-line leaders and their teams across the globe. This individual will manage a group of 600+ top performers that deliver one of the fastest growing business units in the industry.

Job Requirements

  • Proven sales leadership in a global software organization with significant matrixed sales management responsibility.
  • Experience of driving, shaping and executing large, global deals.
  • Specific evidence of having built or substantially increased software license revenues.
  • C Level Exposure and contact base globally - References well at this level.
  • Technical wherewithal to lead sales of existing and emerging leading edge technologies.
  • Experience of commercial and contractual negotiations with a complex set of customers with international reach.
  • Will have built and developed an exceptional team of specialty sales professionals.
  • Ability to influence and collaborate in a highly matrixed global organization whilst taking ownership for clear and far reaching decisions.
  • Customer focused with a flexible, adaptable and versatile approach. Able to build relationships at all levels of an organization with specific focus at C level.
  • Builds strong business relationships with customers, partners, peers and subordinates while effectively balancing regional team goals with corporate goals.
  • Degree Level Education.

Key Job Responsibilities

  • Rapidly understand VMware, its direct markets, channels and resources and assess quickly where additional support and emphasis is required.
  • Recruit and develop a world class sales team capable of selling a complex software stack in a solution selling model.
  • Lead and co-ordinate on a global basis the activities of pre-sales (systems engineering), consulting (post-sales/implementation/professional services), channel managers and customer success (customer value/renewals), working with functional leaders to ensure the right skills and resources are made available in support of global sales activity.
  • Ensure operational tools such as forecasting systems (Salesforce) are properly implemented and used by all staff globally, facilitating effective forecasting and communication with corporate operational leadership, as well as inside global regions.
  • Define & implement the GTM strategy for each sector of this market-leading business, including Enterprise sales - a strategy to maximize every sales opportunity supported by a structure that allows VMware to form strategic partnerships with customers on an ongoing basis.
  • Acts as a business partner with corporate functions including: Finance, Deal Desk, Legal Sales Operations, Global Support Services and Human Resources.
  • Run a weekly 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.
  • 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.
  • Engage with Product Group leaders and other key business stakeholders to align on business goals and provide feedback on what will be required for successful execution against our bookings targets.
  • Able to work across multi-functions/multi-individuals to achieve desired results.
  • Accountable for revenue and bookings as well as the overall margin of deals.

Category : Sales

Subcategory: Field Sales

Experience: Executive

Full Time/ Part Time: Full Time

Posted Date: 2021-05-17

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

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. Job ID: R2108998

Keywords: Dell Inc, Palo Alto , Vice President, Sales - Security BU, Other , Palo Alto, California

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