Senior Director, Blockchain Solutions & Customer Success

Job Description

Job Description

Business Summary:

Blockchain is an emerging technology that promises to change the world we live in. With VMware’s vast experience in building highly trusted distributed systems and our background in doing advanced research in this space for several years, we are poised to change the industry’s definition of blockchain and what it can do. We are building out a team of highly skilled individuals to help us change the industry and change the world.

VMware’s blockchain platform is a multi-cloud, multi-blockchain hybrid SaaS solution. Our team works on cutting edge technology to deliver enhanced management and security tools for our own blockchain environment as well as others from across the industry. You will work with a team of talented and supportive individuals from across the world as well as members of the academic community and VMware’s Research Group in this role. Our team values diversity, cooperation, and open thought while supporting VMware’s EPIC2values.

Job Roles and Responsibilities:

As a seasoned executive, with both engineering and field experience, you will work with customers and partners to identify compelling blockchain-based solutions and ensure customer success. Working from the outside-in, you will engage customers to understand their business/mission requirements. Armed with the understanding you will identify and operationalize creative opportunities through which VMware’s blockchain technologies can help them be successful. Operationalizing these customer solutions will involve not just scoping projects but also taking the steps to ensure customer success throughout the cycle: definition, negotiation of terms, implementation, deployment and operation.

As part of this activity, you will be a key participant in the search for product/market fit. You will partner closely with the product management and engineering teams to ensure that customer business needs are met and to define new capabilities that will drive VMware’s growth in the exciting blockchain space. This role will involve extensive travel and may also involve medium-term (1-3 month) assignments abroad.

Activities include:

• Research and analysis of customer/market segments, especially in the financial and supply chain sectors
• Working closely with – and providing leadership to – VMware’s blockchain sales and sales engineering teams.
• Extensive public speaking, customer and partner engagements, with specific emphasis on Europe and Asia-Pacific.
• Partnering with Marketing to deliver sales collateral, white papers, blogs and presentations.
• Lead marquis customer engagements from inception to production. Ensure customer needs are met throughout the cycle, including the critical period after customers “go-live”.
• Synthesize learnings from key engagements and communicate them to other key parts of the business, with emphasis on developing a scalable business with outstanding customer success.

Required Skills:

• Strategic thinker with10+ years executive experience with technically sophisticated enterprise software in the financial and/or supply chain verticals. Deep understanding of key parts of at least one of these markets.
• Strong desire and ability to connect with customers, understand their challenges, and communicate a vision for how VMware products can address those challenges.
• Combination of field and engineering leadership/management roles with significant levels of responsibility.
• Experience taking new technologies from concept through successful deployment, with emphasis on the search for product/market fit and building a scalable business.
• Demonstrated success framing and closing deals with customers who deliver systemically important services and have rigorous requirements. Proven ability to negotiate sophisticated, yet practical, term sheets.
• Ability to deal with ambiguity and the twists/turns of a startup environment. The sort of executive who can be pulled into difficult customer situations and diagnose / resolve them with the right combination of short-term deliverables and long-term customer success.
• Bachelor’s or Master’s degree in Computer Science or equivalent (minimum). Technical acumen must be sufficiently current to be able to quickly acquire a thorough understanding of VMware’s blockchain technology and to stay abreast of both internal and external research developments in this rapidly changing space.
• Strong communication skills across verbal, written, and presented content. Experience synthesizing solutions and presenting them to executive-level audiences, analysts, government officials, etc.
  

Preferred Skills:

• Leadership experience in an enterprise SaaS environment. Ability to anticipated and proactively address the challenges associated with SaaS delivery.
• Experience managing geographically distributed teams with a combination of direct and dotted-line reports.
• Successful past engagements with partners, including consultants, system integrators, ISVs and/or startups.
• Past experience driving customer-facing activities in both startup and large company environments.
• PhD level education with emphasis on distributed computing (CS or equivalent).

What you’ll get:

• Opportunities for you to work in a strong innovation culture alongside teams consistently leading the markets they are in, and competing against the best software companies there are
• Challenging, and engaging projects that will help change the landscape of corporate IT for the better.
• An authentic career path with a support cast that will help you along your journey
• Attractive compensation package with competitive salary, flexible bonus scheme, and long-term incentives
• Healthy work environment with company sponsored medical insurance programs, sport activities, and open communication
• Work-life balance tailored to your needs, paid vacation, paid sick leave, team events