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Charlotte, NC Full Time Posted by: EMC Corporation Posted: Tuesday, 2 March 2021

The overwhelming emphasis of the Sr. Director, Global Accounts Sales is inspirational sales leadership and operational management for continued growth across all the Tanzu portfolio of products. This role will lead, steer and scale Modern Applications Platform Business Unit (MAPBU) Sales operations across the Global customer segment. As a member of the Sales leadership team, this role will be responsible for ensuring that sales, pre-sales, marketing, customer success, consulting and channel operations co-operate support business operations, while effectively teaming and collaborating with the wider businesses in the to maximize the coverage and opportunities. This role consequently represents a unique opportunity to play a major part in the success as a whole, and more specifically the portfolio. We are therefore seeking a truly exceptional leader who will thrive in building, leading and managing both leaders and reps across this segment.

Job Requirements

  • Understanding and experience in Modern Application software and platforms. Microservices and APIs, software development framework, open source, CI/CD technologies, containerization, observability, Kubernetes, and Cloud Foundry.
  • Understanding of the software Developer persona, path to production, agile software methodologies, developer experience, and software build automation
  • Understanding and experience in data center infrastructure, virtualization, security, IAAS and PAAS stacks, deployment options and multi-cloud workloads.
  • Proven track record of owning P/L, building and growing subscription license revenues with specialist sales teams operating in a matrixed management, in global software organizations.
  • Strong Sales Operational experience in managing the region's numbers, forecasts, pipeline and opportunities, in alignment with VMware's regional and MAP global forecast process.
  • C-Level Exposure and contact base with customers and partners in AMER.
  • Build and leading mega deal campaigns, construction, shaping and leading strategic pursuits using value sales methodology. Includes driving large commercial and contractual negotiations with a complex set of global customers.
  • Customer and Partner 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 internal relationships with peers and subordinates within VMware, while effectively balancing regional team goals with corporate goals.

Degree Level Education.

Key Job Responsibilities

  • Accountable for delivering the Globals West region ACV number,subscription revenue renewals and services bookings.
  • Drive market share growth by driving consumption and expansion in Global accounts.
  • Develop strategies to promote thought leadership in the market.
  • Develop and maintain strong relationships with key customers and partners.
  • Rapidly understand routes to market, product portfolio, and resources to develop and leverage the broader team to accelerate growth.
  • Define & implement the GTM strategy for each sector, to maximize every sales opportunity supported by a structure that allows to form strategic partnerships with customers on an ongoing basis.
  • Recruit, develop, and inspire a world class sales team capable of selling a complex software stack in a solution selling model.
  • Act as a business partner with corporate functions including: Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources.
  • Build and manage a team with operational sales excellence. Leveraging tools and forecasting systems (Salesforce), drive a weekly forecasting process to provide visibility to leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.
  • 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.
  • Lead by example and create and sustain a performance-driven culture, built on professionalism, teamwork, and creativity.

Charlotte, NC, United States of America
EMC Corporation
Click apply
3/2/2021 5:27:14 PM

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