Director - Sales, Cloud & Service - VMware - Sydney

Job description
The Director of Cloud and Service Providers will be responsible for managing business development staff for the service provider program in addition to working closely with the global VMware Cloud business unit on our Hybrid cloud strategy and vCHS for this region. They will be responsible for both the service provider cloud business (VSPP) and also VMware’s hybrid cloud for ANZ (VCHS).
The position will be responsible for building the sales plan for achieving a bookings 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. This position will lead an overlay specialist team, so he or she will need to coordinate and work closely with VMware’s core Field and Partner organizations to achieve success and manage interactions with our existing customers. The successful candidate will be experienced in dealing with service providers across Australia and New Zealand with deep knowledge of the cloud services marketplace, hybrid cloud, IT sales cycles, and VMware’s partner programs and ecosystem.



Key job responsibilities:
Accountable for achieving VMware’s bookings targets for VSPP and Hybrid Cloud sales
Coach and manage a team of business development and sales specialist personnel
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
Identify high propensity partners and customers
Collaborate with core Field and Partner sales leaders to ensure proper engagement with core teams and customers
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 our bookings targets
Work closely with the Regional Sales Directors to ensure that Partner and Inside Sales teams are providing sufficient support and on-track to contribute to achieving bookings and pipeline goals

Requirements:
12+ years of sales experience in the IT industry, with Enterprise software and hosted services
12+ years of sales management experience
Strong knowledge of the IT hosting and Service Provider ecosystems
Experience in senior leadership roles in developing and managing new sales organizations
Ability to articulate and evangelize the value of hybrid cloud IT solutions
Channel development and channel sales experience
Experience with new product introductions
Strategic thinker with a sales mentality, as well as analytical ability and a proven ability to execute strategy
Strong leadership skills
Contract negotiation and deal forecasting experience

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