Director Cloud - ANZ

Job Description

Our Company

VMware software powers the world’s complex digital infrastructure. The company’s compute, cloud, mobility, networking and security offerings provide a dynamic and efficient digital foundation to over 500,000 customers globally, aided by an ecosystem of 75,000 partners. Headquartered in Palo Alto, California, for over 20 years VMware has delivered breakthrough innovation benefiting business and society. For more information please visit
https://www.vmware.com/company.html.

At its best, VMware is an employer that embraces diversity in the workplace, where we are valued for the complete people that we are, where extraordinary progress is achieved for ourselves, our teams, our company, our customers, and our communities – and where even more progress is desired and expected. VMware is a powerful platform for all of who we are – individual, colleague, pioneer, citizen – a place where empowerment, accountability, and responsibility become the traits of ownership, and where each of us can own our future and achieve success through our own actions, on our terms.

Job Description

The Director, Cloud - ANZ owns sales responsibility for selling the entire VMware Cloud Portfolio to enterprise clients and to partners. The position is responsible for building the cloud sales plan for achieving a booking and revenue consumption target, managing the sales forecasting process, and coaching the team of business development and sales professionals to over achieve the target quota. The position will lead the cloud sales specialist team working closely with VMware’s core Field and Partner organisations to achieve success and manage interactions with our clients and partners. Deep knowledge of the cloud services marketplace, hybrid cloud, IT sales cycles, and VMware’s partner programs and ecosystem will all be critical for success in the role.

The successful candidate will take ownership of the following business units:

VMware Cloud, on AWS (VMC): In partnership with Amazon Web Services, VMConAWS is an on-demand service that enables businesses to run applications across vSphere-based cloud environments with access to a broad range of AWS services. VMConAWS is a VMware owned service, operating on the AWS platform and data centers.

VMware Cloud Provider Program (VCPP): a software-as-service offering within the global ecosystem of partners. Offering solutions for all companies that offer hosted services to third parties, including infrastructure as a service, cloud service providers, application service providers, internet service providers and platform as a service provider. VCPP has been in operation for more than 10 years with sustained double digit yty growth.

Key Job Responsibilities

• Identify and engage with high propensity customers and partners.
• Responsible for the execution and operationalisation of the WW cloud sales strategy into the ANZ market.
• Accountable for achieving VMware’s bookings & revenue consumption targets for the VMware Cloud portfolio.
• Ability to evolve and develop the overall sales strategy and model for cloud services in the ANZ market.
• Coach and manage a team of sales specialists and channel personnel.
• Run a weekly forecasting cadence to provide visibility to VMware’s leadership of sales pipeline status and plan to achieve target bookings, as well as upside and downside risks to achieving targets.
• Be operationally excellent in the day-to-day running of the business including (but not limited to) forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing.
• Collaborate and build strong relationships with core Field and Partner sales leaders to ensure proper engagement with core teams and customers.
• Act as a business partner with corporate functions including: Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources.
  

Requirements

• 10+ years of sales experience in the IT industry, with enterprise software, hosted services and Cloud offerings.
• 5+ years of sales management experience.
• Highly trusted individual who maintains and expects high standards for self and their team.
• Able to work across multi-functions/multi-individuals to achieve desired results.
• Consultative sales experience especially in client adoption of cloud services in the infrastructure space.
• Strong knowledge of the hosting services and cloud services segment in the ANZ market.
• Ability to articulate and evangelize the value of hybrid cloud IT solutions.
• Experience moving a sales organization from a perpetual license model to a service/consumption based model is highly desirable.
• Experience with new product introductions.
• Channel development and channel sales experience.
• Strategic thinker with a sales mentality, as well as analytical ability and a proven ability to execute strategy.
• Contract negotiation and deal forecasting experience.
• Willingness to travel interstate, to New Zealand and from time to time internationally

VMware Company Overview: 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.