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VMware Sr. Director, EUC Sales Acceleration, Planning and Operations - Opportunity for Working Remotely in Wichita, Kansas

The Elevator Pitch: Why will you enjoy this new opportunity?

This position will report directly to the Vice President, Head of Worldwide End User Computing (EUC) and is a critical role within the Global EUC Sales Leadership team. You will lead a team of high impact individuals to develop and execute on strategies to accelerate our EUC transform. You will have the opportunity to work cross functionally with the EUC Sales Leadership, EUC BU (Business Units), Marketing, Partner, Enablement, Customers Success teams and others to ensure alignment on high impact initiatives including delivering sales targets and overall OKRs (Objective Key Results). You will work with leaders in Americas, EMEA and APJ (Asia Pacific and Japan) to help drive sales excellence across the organization. To be successful in this role, you must have strong interpersonal and relationship management skills, including the ability to influence and inspire all levels, and the ability to draw out the best in others.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

  • Within the first 30 days you will get familiar with our EUC strategy and OKRs and start to provide your innovative ideas to improve our plans. You will also meet with your Go to market team and Compete teams to understand how they are helping our sellers become more efficient and capture best practices from our teams.

  • Within 60 days, you will be refining a model for sustainable growth, developing the activity that supports healthy pipeline and delivers our targets. You will work with our Marketing teams and build a demand generation plan for all reps and SEs. You will also ensure our team is targeting the best customers and provide our leadership visibility into our activities. You will work with our newly formed Global Plays team to run integrated sales plays with our Core Sales, Partners and our EUC teams.

  • Within 90 days, you will be creating and supporting a team culture of execution, purpose, innovative thinking, diversity & inclusiveness as well as customer centricity. You will be facilitating community and helping to develop plans for our VP’s and Sr. Directors to support their future direction. You will work with our team and Worldwide partner organization to refine our priority partners and ensure our sales and SE teams are working with them. You will innovate with our Sellers and partners to form a better engagement model which will increase our partner pipeline and New Account logos.

  • From there you will be a key part of our Worldwide Leadership team facilitating collaborative engagements between partners and customers to support greater revenue streams. You will help bring a strategy focus and best practices to support sustainable growth. Influencing and aligning resources to support our reps and SEs to achieve greater outcomes.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

  • Act as trusted advisor to the Vice President, Head of Worldwide End User Computing

  • You will develop and collaborate with our extended team to refine our GTM including the EUC field, Inside sales, SE’s, PSO, Customer Success and various partners (Carriers, Resellers, VCPP, Solution providers, OEMs, Alliance partners like Apple, Google, Microsoft, Okta, Zebra, etc.)

  • You will organize and ensure alignment at the VP (Vice President) and Senior Director level on Objectives and Key Results for FY23

  • Design and implement competitive strategies based on past practice and knowledge of effective sales methodologies whilst creating and implementing a sales strategy aligning with regional and overall EUC business direction to meet set sales targets within given deadlines.

  • Lead overall plan to improve pipeline creation and demand generation campaigns across AMER, EMEA and APJ to generate over ample EUC pipeline to exceed our Anywhere Workspace goals for FY23. Work closely with our EUC BU and our Go To Market Play System (GPS) team to maximize EUC pipeline.

  • Work with our Horizon and Anywhere Workspace Sales teams to ensure the EUC field is enabled on the right subject content by partnering with RACE and EUC BU across a variety of enablement engagements

  • Coordinate the cadence and content for business, operational, and strategic reviews

  • Assist in building career development initiatives for top talent while working with our HR (Human Resources) Business Partner to plan and drive a Diverse and Inclusive team.

  • Support Annual GTM planning in developing WW and GEO specific sales strategies with key execution priorities and OKRs. Identify BU, Marketing and enablement needs and interlock on plans with these teams. Provide supporting program spend needs to support the plan.

  • Represent EUC in Corporate initiatives such as roles and responsibilities, comp design, SaaS (SOFTWARE AS A SERVICE) transformation, Digital Sales Center transformation and tools etc.

  • Spearhead Incentive/SPIF recommendations to drive new sales motions, accelerate pipeline and sales-cycles

What is the leadership like for this role? What is the structure and culture of the team like?

Robert Ruelas is the Vice President and Head of Worldwide End User Computing. Robert’s expertise is in working with customers to apply technology to solve business issues. He has spent over 30 years building diverse teams at some of the most innovative technology companies in the world. He is passionate about helping customers improve their Employee Experience so they can provide a better Customer Experience. VMware’s Anywhere Workspace is unique in the marketplace which requires us to influence customers and partners of what is possible with an integrated solution. In addition to leading the EUC team, Robert is passionate about empowering an evolving culture within VMware and has held leadership roles in VMware’s first Diversity & Inclusion Council and our Global Latino employee resource group (Power of Difference).

Where is this role located?

Remote: this role is fully remote and can be done anywhere in the United States.

What are the benefits and rewards 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 www.benefits.vmware.com .

  • Commission with incentives and accelerators.

  • 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

  • Employee Assistance Program

  • Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)

  • Wellness reimbursement

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

Category : Sales

Subcategory: Field Sales

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2022-05-09

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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