Director - Pursuit and Capture WW Global Accounts

Profile

VMware is seeking a senior leader to help lead its Worldwide Global Accounts pursuit and capture team.  This role is a key role in helping to set the direction for creating the content, processes, and capabilities to optimize the sales process with the world’s largest customers. Key Responsibilities:Responsibilities for this role fall into three areas:  solution standardization, proposal and playbook definition with commercial terms, and market/sales metrics.Solution Standardization:As VMware’s Global Accounts team continues to expand its footprint in its accounts, an analysis of what works, and development of playbooks across all Geos is needed to instill consistent growth.  This role will be key to driving that through coordinating and collaborating with a variety of resources (Account Teams, Specialists, BUs, Solution Architects).  The solution content includes both technical capabilities as well as directions around implementation, and sales collateral on positioning.Proposals and Playbooks:Global account proposals require a higher level of attention and development given the custom content.  The Pursuit and Capture Director will ensure that the content and approach match the needs of the customers, and includes the content identified in the COMPASS planning process.  These proposals will leverage the work done in solution standardization, while expanding it into the realm of commercial terms.  The customer value proposition will be key to any winning proposal, and must be articulated.  In addition, as VMware shifts into innovative models like SaaS and user based licensing, the appropriate changes need to be made at the field level.  This role will help guide these changes, working closely with the Field Commerce Executive for VMware Global Accounts.Market Analysis and Metrics:Another key aspect of this function is to provide KPIs and data on what’s working in the field.  This business analysis function will be driven in conjunction with the Global Accounts Chief of Staff.Qualifications and Experience:10 – 15 years of strategy, planning, and customer engagementStrong communication skills especially with remote teams working virtuallyExperience working directly with executive leadership teamExcellent communication and organization skillsHolds people accountable for achieving their goalsLeads by example, creating a sense of energy, ownership, and personal commitment to the workAbility to balance a variety of tasks, lead and direct the work of othersStrong sense of self and can relate well to works; learns quickly and can adapt to changes in timeframes, people and situations with ease; remains calm under pressureWillingness to travel up to 80%, international travel requiredCategory : SalesSubcategory: Business DevelopmentExperience: Business LeadershipFull Time/ Part Time: Full TimePosted Date: 2020-04-22Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.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 ****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.,identifier:Dell Careers,title:Director - Pursuit and Capture, WW Global Accounts,url:****States,streetAddress:,postalCode:}}}

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