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VMware Senior Director, Security Sales – US Government, Education, and Healthcare - Opportunity for Working Remotely in Reston, Virginia

Business Summary:

VMware accelerates digital transformation through a software-defined approach to business and IT. The trusted platform provider of choice for more than 500,000 customers globally, VMware is the pioneer in virtualization and an innovator in cloud and business mobility. A proven leader, VMware allows customers to run, manage, connect and secure applications across clouds and devices in a common operating environment.

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

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.

Required Skills:

  • 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

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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