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Director of Sales Strategy and Planning

Palo Alto, CA, USA | VMware

  • Industry:
    Computer Software / Computer Games
  • Position Type:
    Full-Time
  • Functions:
    General Management
    Sales
  • Experience:
    12-15 years
Job Description:
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This position will report to the Global Vice President of Sales for Networking and Security. You will support the VP while also partnering with regional sales and technical leaders. This unique role will span across all global segments and markets and will work in partnership across VMware and Dell/EMC leadership teams including regional sales, BU’s and other partners across the sales, operations, strategy, and solutions organizations.

This Director level role is strategic within VMware; one, which will develop over time, based on the current/future needs of the evolving VMware SDN and SDDC business model. The ideal candidate possesses a unique blend of business insight, sales operations experience, BU VMware Solutions knowledge, big-picture thinking, influencing skills and ability to collaborate with a large number of constituents within VMware.

This is a newly designed role that will require extensive cross-collaboraiton with functional leads in the BU, PSO, Channel, Finance, Marketing, HR and other extended teams

Be a key advisor to the VP on matters relating to organizational strategy and other strategic projects of high importance as well as represent the VP in their absence

Collaborate with VMware’s Networking and Security Business Unit (NSBU) to ensure alignment to the Americas GTM strategy

Leading the process for development of long-term strategy as well as fiscal year goals, set direction and drive resource alignment

Being responsible for the internal interlock process between SDN sales, NSBU, VMware core teams, and Dell/EMC sales and strategy teams.

Identify topics for discussion, review and set the agenda for various meetings. e.g. Executive Leadership meetings, GTM /GB Regional meetings, QBR’s.

Set up HCI Governance and meeting cadence for Executive Leadership Team

Collect action items from executive meetings and share with staff and presenters.

Follow through on actions from staff meeting and other critical meetings

Handle requests that will come to the VP, WW Sales, SDN

Responsible for defining and program managing key Sales leaders, Account Managers, Channel teams, and SE business functions including:

Scorecard and Metrics

Sales, Technical, and Programmatic Validation Process

Solution (Assessment Led) Selling Process

Technology Practices

Prepare for critical internal/external meetings including customer, partner, Dell and E- Staff presentation development.

Lead SDN/SDDC projects for/with VP, WW Sales, SDN; ensuring proper alignment among all stakeholders and parties involved.

Work to program manage a communications/feedback process between the Americas field and the VMW business units assigned field liaisons

Required Skills:

12+ years of work experience in a technology company or related space. Some Management Consulting experience is helpful.

Strong business skills and knowledge preferably in a software company. Must have deep understanding, for example, of typical software business model, GTM strategies and technology.

Ability to set and lead multiple priorities judiciously

You should have a track record of consistently delivering excellent results, even in trying and changing environments.

Works effectively across teams and cross groups to bring together diverse views in order to establish and accomplish goal and initiatives.

Has Analytical skills where s(he) is able to identify patterns, process information quickly and make decisions in a timely manner. Ability to sort through data and patterns to identify key issues.

Leadership ability with broad multidisciplinary technical background

Excellent written, oral and interpersonal skills

Excellent eye for business

Extraordinarily self-motivated and directed

Keen attention to detail


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