VMware Senior Director, Security Sales – US Government, Education, and Healthcare - Opportunity for Working Remotely in Reston, Virginia
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Job Role and Responsibilities:
The Senior Director of US Government, Education, and Healthcare (GEH) Security Sales will lead a team of Sales Specialists supporting VMware’s GEH Accounts segment. You will lead a sales team to achieve a bookings quota and will refine and own the sales engagement and forecasting processes. You will be responsible for mentoring the team of sales professionals to achieve (or ideally over-achieve) the target quota. The Security sales team is a Product Specialist team so you will coordinate and work closely with VMware’s Core Field and Partner organizations owning the GEH account set to achieve success and manage interactions with our existing security customers and partners.
The Senior Director of GEH Security Sales will own sales responsibility for selling the entire Carbon Black/VMware Intrinsic Security Portfolio to Government, Education, and Healthcare end users. This leader will report directly to the VP and GM of America’s Security Business Unit while aligning closely with the VMware core leader for GEH customers. Deep knowledge of the cyber-security market, IT sales cycles, GEH customer requirements, and VMware’s partner programs and ecosystem, will all be critical for success in the role.
Accountable for achieving VMware’s bookings targets for Security products and services within GEH Accounts based in the United States.
Acts as a business partner with functional leaders in: Finance, Sales Operations, Legal Sales Operations, Global Support Services, Renewals, Pre-Sales Systems Engineering, Professional Services and Human Resources.
Collaborate with your team to roll up a quarterly forecast with monthly updates to provide visibility to the sales pipeline status as well as upside or downside risks to achieving target bookings.
Identify best opportunities to pursue and Sales Best Practices we can replicate in selling to GEH Accounts.
Collaborate and build positive relationships with Core Field Sales Teams and VMware and Carbon Black Partners to ensure most effective sales coverage and efficient engagement with customers.
Be operationally excellent in the day-to-day running of the business including (but not limited to) forecasting, pipeline development, account planning, hiring, performance management, collaboration with core and customer partnerships.
Engage with Security Business Unit and other key business leaders to align on business goals and provide feedback on what will be required for successful execution against our bookings targets.
Highly trusted individual who maintains and expects high standards for self and team.
Able to work across functional groups & individuals to achieve desired results.
Engage with the Sales Leaders to ensure that Partner and Inside Sales teams are providing excellent support and improve their contributions to achieving bookings and pipeline goals.
Accountable for revenue and bookings while reducing discounts.
Manage Travel, Expense and Headcount budget to improve Rep productivity.
8+ years of IT industry and Enterprise software experience.
Extensive sales management experience.
Strong knowledge and experience in the Government, Education, and Healthcare software domain, and strong knowledge - ideally - of the endpoint and cyber-security segments.
Experience in leadership roles in developing and leading new sales organizations.
Experience with new product introductions.
Strong leadership and Customer Relationship skills.
Contract negotiation and deal forecasting experience.
Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-07-21
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