VMware Staff Architect - Security Solutions (Customer Experience & Success GTM) - Opportunity for Working Remotely in Wichita, Kansas
The CXS Portfolio team is the global VMware organization that creates standardized, best practice customer success, professional services, learning, and support offers for use by VMware and partner organizations. The CXS Portfolio team is part of VMware’s Customer Experience & Success (CXS) organization.
The CXS Portfolio team has three major focus areas:
(1) Portfolio GTM – focuses on the creation of sales-aligned solutions and sales assets
(2) Outcome Engineering – focuses on the components of the service offering and the delivery/implementation assets
(3) Platforms & Apps – focuses on the development of platforms and apps that are utilized by our sales and delivery organizations
As part of the CXS Portfolio team and reporting to the Senior Director for CXS Portfolio Go-to-Market, the Security Solutions Staff Architect will create, package, and publish service offerings for security solutions and frameworks that are widely adopted by VMware sales teams and our partner ecosystem around the world. The solution and services will focus on delivering tangible business outcomes to our customers rather than just technology outcomes. A solution is one that has a direct business outcome (rather than an IT outcome) and the services we build deliver on the business outcome.
Cybersecurity has long been a domain of innovation but is reaching a point of diminishing returns. According to Gartner, end-user spending for the information security and risk management market is estimated to grow at a compound annual growth rate of 8.7% from 2020 through 2025 to reach $213.7 billion in U.S. dollars.
VMware believes the answer is not some new security product or feature, or a different type of analytics. What’s needed are structural and architectural changes to how organizations approach security. VMware Security enables customers to implement zero trust with fewer tools and silos, and scale response with confidence, speed, and accuracy by joining the critical control points of users, devices, workloads, and networks and delivering security as a built-in distributed service. Our customers are looking for help from VMware to help them accelerate their network, applications, and operating model transformation through solutions and services.
The successful candidate will ensure Solutions are defined, created, and available in a timely manner. In addition, will take the necessary steps to educate VMware sales teams and stakeholders to create a positive customer journey. Promote best practice and standardization across all geographies and regions
Security Solutions and aligned services positioning and packaging
Assess market conditions and requirements for services aligned to telco and edge solutions and work closely with the CXS Portfolio Product team to ensure alignment to BU-defined business solutions
Gather detailed business and technical requirements from the field, BUs, customers and partners
Define and create the security solution / sales plays assets aligned to VMware’s Outcome-Focused Approach
Promote services to the field teams responsible for positioning and selling services and act as SME
Participate in the sales process to understand business objectives and product requirements, define and recommend effective solutions and services approaches
Enable the field teams to successfully sell and deliver services for security solutions
Work independently and proactively as a team with other Solution Architects and Outcome Engineering teams to ensure underlying services are in place to support the security solutions
Participate in sales activities to validate the created security solutions
Work proactively and productively with the following key stakeholders:
Sales teams responsible for positioning and selling business solutions (e.g. CXS Sales, License Sales, Pre-sales Engineers)
Business units and other corporate groups who produce business solutions
Corporate and Field Marketing teams
There is consistently excellent and frictionless partnership with other CXS functions
Attributes and Experience
A minimum of 10 years’ experience in Customer Success, Professional Services, or Solution / Sales Engineering
Domain Expertise/Experience with security and compliance frameworks including NIST, PCI, SOC2, ISO27001, HIPAA, GDPR.
Domain Expertise/Experience with security integration, orchestration, and automation (SIEM, SOAR).
CISSP, VCAP, CCNA, or MCSA certification.
Services / solutions development experience
Knowledge of and expertise in security offerings, VMware technologies a plus
Ability to thrive in a fast-paced environment, demonstrating autonomy in conforming to strategic intent while adhering to team values always
Proficiency in seeing the “big picture” with internal constituents and customers and how the key drivers of your efforts and deliverables related to each other and overall success
Demonstrated project leadership experience
Polished public speaking and presentation skills
Fluency in additional languages is a definite plus.
Ability to travel up to 50% globally when travel is applicable again.
This job requisition is not eligible for employment-based immigration sponsored by VMware
Category : Client Support
Subcategory: Customer Support
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-10-20
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