• 1Search for courses by Study Area, Level and Location
  • 2We deliver you all the matched results
  • 3Choose one or more course providers to contact you
Industry

Distance from location (kms)

Exact 5 10 25 50 100

Posted since

All 2 Days 1 Week 2 Weeks 1 Month

Sort results by

Relevance Date

6

April

Senior Director, Apj Euc Sales Pitt St., Sydney

Vmware - Sydney, NSW

Any Industry
Source: uWorkin

JOB DESCRIPTION

Sr. Director, APJ End-User Computing Sales VMware, Inc.

Company

VMware software powers the world’s complex digital infrastructure. The company’s cloud, app modernization, networking, security, and digital workspace offerings help customers deliver any application on any cloud across any device. Headquartered in Palo Alto, California, VMware is committed to being a force for good, from its breakthrough technology innovations to its global impact.

Since our founding in 1998, our employees (now numbering over 32,000) and ecosystem of 75,000 partners have been behind the technology innovations transforming entire industries—from banking, healthcare, and government to retail, telecommunications, manufacturing, and transportation. Every day, we work to solve our customers’ toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes and more – to define the digital foundation that will accelerate the next wave of innovation. Our commitment to solving the hardest technology problems is why companies trust VMware. It's also how we've earned the loyalty of more than 500,000 customers globally.

Job Description

The emphasis of the Sr. Director, APJ End User Computing Sales for VMware is to be an inspirational sales leadership and operational management for continued growth across all the End User Computing (EUC) portfolio. VMware is seeking a seasoned leader to serve as a key member of the VMware Executive Team. The Sr. Director, will lead, steer and scale VMware’s EUC Sales Team across the APJ theatre, ensuring that sales, pre-sales, marketing, consulting, channel operations and customer success teams are aligned for effective coverage and identifying business opportunities. The Senior Director will also work with the broader APJ businesses to effectively team and collaborate to maximize coverage, efficiently execute, and grow our EUC business. We are seeking a truly exceptional leader who will thrive in building, leading, and managing second and first-line leaders – direct and matrixed - and the EUC teams across APJ.

We are looking for a dynamic leader with progressively responsible and successful sales leadership experiences with at least two large, global and well-regarded technology companies, together with one or more smaller/more entrepreneurial company experiences. Our team needs a leader who believes, and can demonstrate, they work for the team. Our customers who are evaluating cutting edge technologies in a rapidly changing environment want to meet with sales teams with mastery in the space, but more importantly the art of discovering and creating value for VMWare in the customers’ journey.

Our EUC solution is viewed as a ‘platform’ that will improve our Customers’ Employee Experience enhancing Employee productivity and improving Employee engagement. Our solutions enable employees to access any application from any device from anywhere in a secure and efficient way – optimal for distributed and remote work and efficient IT management. The Senior Director, EUC Americas Sales will own sales responsibility for selling the entire EUC Portfolio, including solutions enabling Virtualized Desktop Infrastructure (VDI) and Apps Management, Mobile Device Management (MDM), Unified Endpoint Management (UEM) and Workspace Security solutions.

This leader will be responsible for building the EUC sales plan for achieving a revenue quota target, managing the sales forecasting process, and coaching the team of business development and sales professionals to achieve (or, ideally, over-achieve) the target quota.

The position will lead the overlay EUC sales specialist team; he/she will need to coordinate and work closely with VMware’s Core Field and Partner organizations to achieve success and manage interactions with their existing customers. Deep knowledge of the End User Computing market, IT sales cycles, SaaS/Subscription services and VMware’s partner programs and ecosystem, will all be critical for success in the role.

This position will report to the Vice President of Worldwide Sales for the EUC Business Unit. The Senior Director, will manage a team of first and second-line sales leaders including leaders for SEAK, ANZ, India, Greater China and Japan.

Core competencies for the role

  • Hands-on Leader . Bring your “A Game” to drive a focused plan to help VMW navigate both internal and external opportunities & challenges to scale a team that is akin to a startup within a very large organization.
  • A visionary leader for the company, cultivating innovation, articulating a compelling, long-term vision for the future, and inspi ring others to action.
  • A leader with experience in building strategic plans and driving sales execution tactics to support the pl ans. A data driven approach to build a repeatable sales model. Proven examples from the past would help.
  • An inclusive leader w ho fosters a collaborative environment where everyone feels they are equal and has a voice, walks the talk, and galvanizes the te am to execute the mission.
  • Predictable Forecasting is a key tenet of success. Help your team provide accurate data to enable both – accurate forecasts, more importantly predicting future growth by looking at current quarterly numbers.
  • A leader that has a successful experience of building go to market models with some of our top partners like Microsoft, AWS, Carriers, Solution providers, OEM s like Apple, Dell, Lenovo, Samsung, Google as well as Global Systems Integrators and corporate resellers.

K ey responsibilities

  • Achieving VMware’s ACV growth goals and renewal performance across the EUC portfolio
  • Drive market sh are growth for EUC by driving transformational initiatives and new workloads across VMware installed accounts and New Logo acquisition
  • Collaborate regularly with other VMware F ranchise sales le aders to develo p multi franchise strateg ies and enterprise agreements
  • Develop and maintain strong relationships with key customers and partners.
  • Work with sales leadership to ensure customer focused end to end GTM across Marketing, SEs, Partner , Inside Sales , Professiona l Services , Renewals and Customer Success teams
  • Collaborate and build strong relationships with C ore Field and Partner sales leaders
  • Engage with EUC Business Unit leaders to align on business goals and provide feedback on what will be required for succes sful execution against our booking’s targets
  • P artner with corporate functions including: Finance, Deal Desk, Legal , Sales Operations and Human Resources.
  • Maintain strong reporting and accountability against numbers, driving to exceed quotas, while develop ing and managing incentive s .

Job Requirements for th e role

  • Extensive sales leadership experience in software or technology from two large multi -billion-dollar compan ies , with additional experience in a higher growth mid-cap seen as a plus , with at least 6 years of SaaS and/or Subscription software sales experience.
  • Experience selling in both a direct and an indirect or channel driven model
  • Experi ence in building strategic plans and driving sales execution tactics to support the plans
  • Advanced skills in strategic and value selling, including managing six and seven figure transactions
  • Experience in sales ca mpaigns that include sales executives, mult iple specialists and overlays, field, and inside sales teams
  • Can operate in large, complex, matrixed organizations
  • Experience selling platform products, such as Unified End Point Management (UEM), VDI, Virtualizat ion, Mobile Device Management, Hosted Appli cations, PC Life Cycle Management, Application Access & Monitoring solutions
  • Building and managing a predictable sustained growth model that is cost-effective
  • Proven metrics to track performance and productivity of the team. Be prepared to show examples & data of what key elements would be needed to track that constitute a high performant team.
  • Able to own a high-volume, transactional business with many deals being developed and closed at a time as we ll as few large opportunities. Balance the large with the small and the channel routes to market .

Preferred Skills

  • Knowledge of Citrix Virtual Apps & Virtual Desktop, Microsoft Windows OS, Intune, Azure, AWS, Google for Education, MacOS, iOS, Android and C hromebook
  • Success winning net new accounts, as well as se lling into white space within existing install base
  • Deep background, relationships with, and understanding of the EUC partner community – including Distributors, VAR’s, SI’s, and MSSP’s
  • Exposure working in a highly strategic capacity, with the ability to f ocus both on continuing successful sales execution, while simultaneously strategically planning for the next stage of growth.
  • Be able to bring a thoughtful approach to building scalable , repeatable programs and processes across a large global team.
  • Strong technical aptitude, and is comfortable holding deep, technical discussions with various functions across the organization, partners, and customers
  • A change agent who demonstrates the ab ility and track record that challenges the status quo by asking “why”, questions and driving continuous improvement.

Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-03-17



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.

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. Pop Culture Tech Podcast 1.1: In the Eye of the Storm

Pop Culture Tech Podcast 1.1: In the Eye of the StormVMware R...

How Closed-Loop Automation Advances Network Automation

How Closed-Loop Automation Advances Network AutomationVMware...

Human-Robot Collaboration: 20 Questions with Artist-Researcher Sougwen Chung

Human-Robot Collaboration: 20 Questions with Artist-Researche...

Becoming a Champion of Digital Employee Experience

Becoming a Champion of Digital Employee ExperienceVMware Radi...

Are you interested in staying up-to-date on the latest career opportunities, recruiting events, and company news at VMware? VMware Talent Community is the place for you to do just that.

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.

;