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GCR Director of Business Operations

Beijing, China | VMware

  • Industry:
    Computer Software / Computer Games
  • Position Type:
    Full-Time
  • Functions:
    General Management
    Operations / Production
  • Experience:
    10-12 years
Job Description:
55 people have viewed this job

The GCR Director of Business Operations provides business operational and planning support for the VMware Sales organizations in Greater China Region (GCR). The ideal candidate is relentlessly execution focused and possesses a unique blend of expertise in go-to-market business and operations acumen, leadership, strategic thinking, analytics, communication and relationship management. The role manages support functions essential to sales force productivity. These include planning, reporting, territory assignment, quota management, sales process optimization, sales program implementation, sales compensation plan administration, sales program initiatives and etc.

Reporting to the GCR Strategy & Operations Leader, the role is critical in helping GCR Sales organization maintain success and is primarily focused in the following three areas:

1. Operational Excellence. This high impact leadership role is tasked with managing the GCR Sales teams overall business management cadence, inclusive of forecasting, pipeline management, business planning, investments prioritization and sales productivity.

2. Business Insights and planning support. The role requires the ability to distill insights from various sources, from quantitative to qualitative, and to apply that knowledge to affect the decision making and strategic planning processes.

3. Leadership and Influence. Successful candidates will have the ability to bring together cross functional teams (Sales, Marketing, Channel, Professional Services, Finance, HR and Specialist Sales), align them against common priorities, and drive quality execution in support of key initiatives.

Primary Responsibilities

Primary Business Partner for GCR Sales Leaders, able to represent the sales leaders to communicate with APJ and Corporate executive forums and project teams and in implementing initiatives across GCR.

Provide strategic advice to GCR Sales leadership teams regarding overall targeted growth, business model evolution, go-to-market strategy and customer segmentation initiatives to advance market share/penetration and achieve sustainable growth.

Direct responsibility for GCR Sales business management processes including forecast management, pipeline optimization, opportunity execution, quota target setting and reviews, investments optimization & prioritization and monthly/quarterly business reviews.

Establish and nurture partnerships with other functions (incl. Field Sales, Marketing, Channel, Finance, HR, Legal, Marketing, Professional Services, Renewal, License Compliance, etc.) exploring how interactions with these functions can be enhanced to the ongoing value to GCR business.

Drive weekly forecast, monthly pipeline and metric reports & provide analysis for GCR Sales / Specialists Sales Management.

Collaborating with other functional teams to develop strategic enterprise accounts and drive larger deal size.

Support the equitable assignment of sales force quota and ensures quota are optimally allocated to all sales channels and resources.

Closely work with APJ Commission team to maintain and administer sales commission plan.

Partner with other stakeholders to define business KPI and drive/track specific actions/activities that deliver positive business outcomes.

Lead, motivate and manage a high-performance teams within Business Operations organization to deliver outstanding results for the organization while driving personal development.

Identify process streamlining and optimization opportunities to enhance business operations team’s productivity.

Represent and support APJ/GCR Strategy, Planning & Operations Leader as required and taking responsibility for assigned priorities and actions.

Required Experiences

10+ years proven experience in Business Operations, Strategy & Planning or related leadership role with strong people management experience within a fast-paced high-tech organization.

Strong business skills and knowledge preferably in a software business. Must have clear understanding of software business models, GTM strategies, software P&L, etc.

Excellent analytical and problem-solving skills and the ability to work with all levels of management and across multiple and varied functional teams from working to executive levels.

Ability to work with senior executives to accomplish organizational priorities and guide them through the impact of decision alternatives.

Ability to understand and think through critical business requirements and develop and implement new ways of working. Execution and follow-through is key.

Strong executive presence, interpersonal, influence, communication and relationship skills.

Strong team player with the ability to effectively collaborate and deliver, working across the organization with regional and global teams.

Excellent project management skills and demonstrated ability to balance between competing priorities and be flexible and creative.

Commitment to employee development and team collaboration.

Experience of CRM systems especially Salesforce.com is strongly preferred.

Bachelor’s degree but MBA preferred.

Business Unit Summary

VMware GCR Business Operations are trusted and unparalleled partners providing world class support to VMware GCR Sales Management as well as field Sales to effectively adapt and compete in the IT software marketplace.

Roles and Responsibilities

The GCR Director of Business Operations provides business operational and planning support for the VMware Sales organizations in Greater China Region (GCR). The ideal candidate is relentlessly execution focused and possesses a unique blend of expertise in go-to-market business and operations acumen, leadership, strategic thinking, analytics, communication and relationship management. The role manages support functions essential to sales force productivity. These include planning, reporting, territory assignment, quota management, sales process optimization, sales program implementation, sales compensation plan administration, sales program initiatives and etc.

Reporting to the GCR Strategy & Operations Leader, the role is critical in helping GCR Sales organization maintain success and is primarily focused in the following three areas:

1. Operational Excellence. This high impact leadership role is tasked with managing the GCR Sales teams overall business management cadence, inclusive of forecasting, pipeline management, business planning, investments prioritization and sales productivity.

2. Business Insights and planning support. The role requires the ability to distill insights from various sources, from quantitative to qualitative, and to apply that knowledge to affect the decision making and strategic planning processes.

3. Leadership and Influence. Successful candidates will have the ability to bring together cross functional teams (Sales, Marketing, Channel, Professional Services, Finance, HR and Specialist Sales), align them against common priorities, and drive quality execution in support of key initiatives.

Primary Responsibilities

Primary Business Partner for GCR Sales Leaders, able to represent the sales leaders to communicate with APJ and Corporate executive forums and project teams and in implementing initiatives across GCR.

Provide strategic advice to GCR Sales leadership teams regarding overall targeted growth, business model evolution, go-to-market strategy and customer segmentation initiatives to advance market share/penetration and achieve sustainable growth.

Direct responsibility for GCR Sales business management processes including forecast management, pipeline optimization, opportunity execution, quota target setting and reviews, investments optimization & prioritization and monthly/quarterly business reviews.

Establish and nurture partnerships with other functions (incl. Field Sales, Marketing, Channel, Finance, HR, Legal, Marketing, Professional Services, Renewal, License Compliance, etc.) exploring how interactions with these functions can be enhanced to the ongoing value to GCR business.

Drive weekly forecast, monthly pipeline and metric reports & provide analysis for GCR Sales / Specialists Sales Management.

Collaborating with other functional teams to develop strategic enterprise accounts and drive larger deal size.

Support the equitable assignment of sales force quota and ensures quota are optimally allocated to all sales channels and resources.

Closely work with APJ Commission team to maintain and administer sales commission plan.

Partner with other stakeholders to define business KPI and drive/track specific actions/activities that deliver positive business outcomes.

Lead, motivate and manage a high-performance teams within Business Operations organization to deliver outstanding results for the organization while driving personal development.

Identify process streamlining and optimization opportunities to enhance business operations team’s productivity.

Represent and support APJ/GCR Strategy, Planning & Operations Leader as required and taking responsibility for assigned priorities and actions.

Required Experiences

10+ years proven experience in Business Operations, Strategy & Planning or related leadership role with strong people management experience within a fast-paced high-tech organization.

Strong business skills and knowledge preferably in a software business. Must have clear understanding of software business models, GTM strategies, software P&L, etc.

Excellent analytical and problem-solving skills and the ability to work with all levels of management and across multiple and varied functional teams from working to executive levels.

Ability to work with senior executives to accomplish organizational priorities and guide them through the impact of decision alternatives.

Ability to understand and think through critical business requirements and develop and implement new ways of working. Execution and follow-through is key.

Strong executive presence, interpersonal, influence, communication and relationship skills.

Strong team player with the ability to effectively collaborate and deliver, working across the organization with regional and global teams.

Excellent project management skills and demonstrated ability to balance between competing priorities and be flexible and creative.

Commitment to employee development and team collaboration.

Experience of CRM systems especially Salesforce.com is strongly preferred.

Bachelor’s degree but MBA preferred.


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