Vice President, US Private Sector Sales - West

The overwhelming emphasis of the Vice President, US Private Sector Sales - West role is on effective sales leadership and management of continued growth across Enterprise and Commercial accounts in the Western thirteen states. The Vice President, US Private Sector Sales - West will lead, steer and scale VMware’s sales operations across the region ensuring that sales, pre-sales, marketing, consulting and channel operations co-operate in facilitating effective coverage of business opportunities. This role consequently represents a unique opportunity to play a major part in the success of VMware. We are therefore seeking a truly exceptional person who will be ‘at home’ building, leading and managing teams across the region. The VP, US Private Sector Sales - West will be responsible for leading sales efforts to the Fortune 5000 accounts served by VMware across the Western Region. This sales leader will manage a team of over 50 sales professionals with an indirect, matrixed team of an additional 100+ individuals.Key Job Responsibilities

Steer, lead and orchestrate VMware in Fortune 5000 accounts through a sustained period of rapid growth and leadership of the territory as a whole.

Win the respect and trust of colleagues in the Americas and worldwide as a seasoned private-sector sales leader of the highest caliber and integrity who can immediately make a direct positive impact on VMware’s business across the region.

Rapidly understand VMware, its direct markets, channels and resources and assess quickly where additional support and emphasis is required.

Recruit and develop a world class sales team capable of selling a complex set of solution platforms in both solution-selling AND volume-and-velocity models.

Lead and co-ordinate on a geographical basis the activities of pre-sales (systems engineering), 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 regional sales activity.

Ensure operational tools such as forecasting and opportunity management systems (Salesforce) are properly implemented and used by all staff in the region, facilitating effective forecasting and communication with corporate operational leadership, as well as inside the region.

Define & implement the GTM strategy for each sector of this market-leading business, including high-end strategic selling and technology-based transactional selling. This will include forming a strategy to maximize every sales opportunity, supported by a programmatic approach that allows VMware to form strategic partnerships with larger customers on a long-term basis.

Assume the role of key Spokesperson, necessitating complete knowledge of VMware GTM strategy and promoting this with contacts in the industry, direct with Customers and indirectly with Partners.

Acts as a business partner with corporate functions including: Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources.

Run a Business Management Process that provides consistency in communication and predictability in the business. Example: 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 customers.

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.

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.

Highly trusted individual who maintains and expects high standards for self and team.

Able to work across multi-functions/multi-individuals to achieve desired results.

Accountable for revenue and bookings as well as the overall margin of deals.

Requirements

Proven sales leadership in a global software organization with significant matrixed sales management responsibility.

Experience of driving, shaping and executing large deals with strategic customers in parallel with growing a large transactional business through emerging customers.

Specific evidence of having built or substantially increased software license revenues.

C Level Exposure and contact base in region - References well at this level.

Experience of commercial and contractual negotiations with a complex set of customers with international reach.

Will have built, and developed an exceptional sales team.

Demonstrates exceptional leadership skills with the ability to create and drive vision across an organization with authority and gravitas.

Drive a Sales team for results. Accustomed to setting very high standards, attainable goals and stretch goals for teams while naturally fostering team spirit, sales discipline and holding the team accountable.

Ability to influence and collaborate in a highly matrixed global organization whilst taking ownership for clear and far reaching decisions.

Customer focused with a flexible, adaptable and versatile approach. Able to build relationships at all levels of an organization with specific focus at C level.

Natural and poised communicator with excellent interpersonal skills and a clear communication style. Should have the ability to present at all levels and in all situations.

Builds strong business relationships with customers, partners, peers and subordinates while effectively balancing regional team goals with corporate goals.

Proven ability to embrace and drive change in a fast-paced, fast-growing organization.

Possesses highest level of integrity, honesty and professionalism.

Degree Level Education.

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.