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Posted: Sunday, February 4, 2018 10:16 PM

The WW DESAT (Dell EMC Sales Execution Team) Commercial Sales Leader will be responsible for driving and accelerating VMware bookings via and with Dell EMC in the Dell EMC Commercial Segment globally. This leader will continue to build and evolve an optimized & consistent joint GTM between VMware and Dell EMC. In addition, this role will drive strong and consistent quarterly sales execution across all Dell EMC & VMware Regions through excellent sales leadership and an action focused programatic plan. He/she will partner closely with VMware s Commercial Field DESAT Sales Leaders in the Regions to remove barriers and ensure alignment and execution. This role will work closely with the VMW Geo GM s and VMW DESAT sales leadership as well as Dell EMC senior and field sales leadership, pre-sales, marketing and channel operations teams to continue the aggressive growth of this business.
Reporting the the SVP of WW Commercial Sale and Channel Operations, this role is highly complex with significant exposure across senior leadership at VMware and Dell EMC. This individual will own the overall VMware GTM Plan for Dell EMC Commercial. Consequently, this role represents a unique opportunity to play a major part in the success of VMware s partnership with Dell EMC s Commercial Business. We are therefore seeking a truly exceptional person with demonstrated capability to help build, lead and manage cross-functional and matrix teams globally across VMware and Dell EMC.
**Key Responsibilities:**
The role requires an individual with strong leadership, sales and partnering skills while also being able to create and articulate a shared plan for VMware s go to market strategy with Dell EMC. The ideal candidate possesses a unique blend of business and conceptual technical savvy; an ability to both envision process improvements while driving the existing business; along with influencing skills and the ability to collaborate with a large number of constituencies to grow the business.
Key responsibilities of the role:
Accountable for the performance and growth of the VMware business in the Dell EMC Commercial Segment
Responsible for strengthening the relationship with the Dell EMC Commercial leaders in collaboration with the VMware Dell EMC Sales Acceleration Geo leaders
Designs globally consistent, geo-aligned Segment GTM strategies including Sales Plays that helps activate the Dell core sellers
Able to work across multi-functions/multi-individuals to achieve desired results.
Drives cross-functional success of the segment which entails working with the extended ecosystem including (Marketing, Sales, PSO, Operations, Finance) to drive outputs for the segment including:
Global Marketing plan
Global Enablement plan
Sales Comp plan
Head Count allocation & optimization
Monitor, inspect & report segment performance and growth, providing color, context and judgment.
Be operationally excellent in the day-to-day running of the business including (but not limited to) forecasting, pipeline development, hiring, performance management, collaboration, teamwork, and best practice sharing.
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.
**Required Qualifications and Experience**
15+ years of sales experience in the IT industry, with Commercial and Global Experience.
15+ years of sales management experience.
Strong knowledge of the Commercial Business
Experience in senior leadership roles in developing and managing sales organizations.
Ability to articulate and evangelize the value of the VMware Dell EMC relationship.
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.
Possess personal qualities of integrity, credibility , and commitment to VMware s EPIC2 values.
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.
Associated topics: administrative, leader, management, principal, regional sales manager, sales leader, sales manager, shift lead, team lead, territory manager


• Location: Austin

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