Job Description

The Elevator Pitch: Why will someone enjoy this new opportunity? The Sales Cloud Teams deliver great results in helping our customers during their digital transformation journey. We are committed to offer growth opportunities to our team members within VMware. We provide a peaceful working environment in a leader software company. Our why is to innovate and transform our customer business. Our purpose is to connect people, exchange ideas, provide insights and improve the way everything can be done in the world. We do this by enabling technology for good. In the Vice President of Cloud Sales – APJ role, you will own sales responsibility for selling the entire VMware Cloud Portfolio to enterprise and commercial end users. The position will be responsible for building the cloud 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. You will lead the overlay cloud sales specialist team and 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. Deep knowledge of the cloud services marketplace, hybrid cloud, IT sales cycles, and VMware’s partner programs and ecosystem will all be critical for success in the role. The successful candidate will take ownership of the following business units: VMware Cloud, on AWS (VMC): In official partnership with Amazon Web Services, VMC is an on-demand service that enables businesses to run applications across vSphere-based cloud environments with access to a broad range of AWS services. VMC will be a VMware owned services, operating on the AWS platform and data centers. VMware Cloud Provider Program (VCPP): a software-as-service offering within the global ecosystem of partners. Offering solutions for all companies that offer hosted services to third parties, including infrastructure as a service, cloud service providers, application service providers, internet service providers and platform as a service provider. VCPP has been in operation for 11 years and is currently experiencing a 30% growth rate. The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Accountable for achieving VMware’s revenue consumption targets for VMware Cloud portfolio; lead and drive exceptional sales and operational execution and develop initiatives to penetrate the market, achieve sales goals, and leverage sales assets.
• Responsible for the execution and operationalization of the WW cloud sales strategy into APJ
• Coach and manage a team of sales specialist and channel personnel.
• Run weekly forecasting processes 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.
• Drive increased monthly recurring revenue (MRR)
• Collaborate and build strong relationships with core Field and Partner sales leaders to ensure proper engagement with core teams and customers.
• Consultative sales experience especially around adoption of cloud services in the infrastructure space
• Acts as a business partner with corporate functions including Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources.
• 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.
• Serve as an exceptional leader and change agent. This executive will collaborate across the organization and help bring disparate teams together into a more cohesive unit.
• Work closely with the Sales Leaders to ensure that Partner and Inside Sales teams are providing sufficient support and on-track to contribute to achieving bookings and pipeline goals.
• Highly trusted individual who maintains and expects high standards for self and team
• Ability to evolve and develop the overall sales strategy and model for cloud services
• Able to work across multi-functions/multi-individuals to achieve desired results
• Leverage the SE organization for desired results at top accounts

Job Requirements:

• 15+ years of sales experience in the IT industry, with Enterprise software and hosted service.
• 15+ years of sales management experience.
• Strong knowledge of the IT hosting and cloud services segment.
• Deep background, relationships with, and understanding of Tier 1 Public Clouds.
• Strong background serving the APJ market with an initial focus on Australia and Japan.
• Experience moving a sales organization from a perpetual license model to a service/consumption-based model is highly desirable.
• 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 and Customer Relationship skills.
• Contract negotiation and deal forecasting experience.

What is the leadership like for this role? What is the structure and culture of the team like? This role reports to Paula Hodgins our Senior Vice President of Worldwide Cloud Sales. Paula is the Global Sales Leader for VMware’s high growth multi cloud management solutions as well as our MSP and CSP partners. Paula is passionate about technology and how it can help people and organizations achieve more. Paula is committed to advancing women in STEM and spend time mentoring both girls and women as well as supporting diversity and inclusion events in her community. Where is this role located? Flexible: We are open to multiple locations, which is Singapore, Tokyo, Sydney, and Bangalore. This is considered flexible role and 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. What are the benefits and perks of working at VMware? You and your loved ones will be supported with a competitive and comprehensive benefits package. You can view the complete benefits package by visiting www.benefits.vmware.com.
Category : Sales
Subcategory: Field Sales
Experience: Executive
Full Time/ Part Time: Full Time
Posted Date: 2022-06-29 Sales: 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 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.