Senior Director, Networking & Security, APJ

The Elevator Pitch: Why will you enjoy this new opportunity

The overwhelming emphasis of the Sr. Director, APJ Networking and Security Sales role requires inspirational sales leadership and operational management to drive continued double-digit growth across the APJ Region.

The Sr. Director, APJ Networking and Security Sales, steer and scale VMware’s Network and Security sales operations across the region (direct and dotted line) ensuring that sales, pre-sales, marketing, consulting, and channel operations co-operate in facilitating effective coverage and identifying business opportunities.

This role consequently represents a unique opportunity to play a major part in the success of VMware as a whole. We are therefore seeking a truly exceptional person who will be ‘at home’ building, guiding, and managing senior directors, directors, and their teams across the APJ region. This person will manage (solid and dotted line) a group of top performers that deliver one of the fastest growing business units in the industry.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

• Build tightly aligned relationship with direct reporting second line Leadership, working to ensure appropriate coverage and GTM strategies in place

• Gain strategic alignment with our BU Partners, Networking and Security COE, as the Core Sales Organization on GTM priorities

• Align closely with COS and Operations partner in order to “run” the business operationally daily and weekly: Forecast cadence, pipeline analysis, top deal review, specialist driven pipeline analysis, etc.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Develop and execute sales strategies, build, and manage high performing sales teams, and drive revenue growth and market share

• You will rapidly learn and understand VMware, its direct markets, channels and resources and access quickly where additional support and emphasis is needed to achieve goals

• Recruit and develop a world - class sales team capable of selling Software Defined Infrastructure Software, guide and coordinate region - wide activities, and ensure the right skills and resources are made available in support of region sales activity

• Manage and/or co-ordinate on a region basis the activities of AE + pre sales SE, consulting (post sales/implementation/professional services), channel managers and marketing, working with functional leaders to ensure the right skills and resources are made available in support of region sales activity.

• Run a weekly forecasting process to provide visibility to VMware’s leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.

• Ensure operational tools such as forecasting systems (Salesforce) are properly implemented and used by all staff globally, facilitating effective forecasting and communication with corporate operational leadership, as well as inside global regions.

• Engage with Product Group leaders and other key business stakeholders to align on business goals and provide feedback on what will be required for successful execution against bookings targets.

• You will 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.

• In this role you will work cross-functionally with variety of BU's (Finance, Deal Desk, Legal Sales Operations, Global Support Services, Marketing, Renewals, HR, Acquisition team etc.)

What is the leadership like for this role? What is the structure and culture of the team like?

The hiring manager for this role is the Vice President, Worldwide Networking & Security Sales, Tom Koppelman. Tom brings more than 25 years of sales management and leadership experience. Tom leads the Worldwide Networking and Security Specialist Sales team encompassing two of the fastest growing software businesses in the history of infrastructure software. Tom's team is responsible for helping customers executive and network-centric security approach across multi-cloud environments, delivering on the promise of consistent infrastructure and operations. Tom has run top-performing sales teams across the Americas as well as the global accounts.

Where is the role located?

The role is considered flexible. It will be a mix of working from a local VMware office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable non-daily commute of the office within one of the main APJ locations: Primary location – Sinapore, Secondary location –Sydney.

Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2023-05-23

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.

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