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VMware Regional Sales Manager, Dell Synergy Acceleration Team - Commercial - Opportunity for Working Remotely in Des Moines, Iowa

Regional Sales Manager, DSAT - Commercial Central Division

The RSM role will provide sales and business development leadership aligned to a Dell Technologies Commercial Tier1 sales division to deliver continued VMware bookings growth via and with Dell Technologies. The Divisional RSM will partner closely with the area aligned technical lead, inside sales and all of the DSAT Team, the VMware Enterprise and Healthcare teams and sales leadership as well as the Dell Technologies Enterprise teams and sales leadership to ensure that joint VMware and Dell Technologies sales, pre-sales, marketing, consulting and channel operations co-operate to facilitate effective coverage of business opportunities in the respective sales division and drive them to closure, specifically with Dell Technologies.

This role will be highly complex with significant exposure across senior leadership at VMware and Dell Technologies. Consequently, this role represents a unique opportunity to play a major part in the success of VMware. We are therefore seeking a truly exceptional person with demonstrated capability to build, lead and manage a direct and cross-functional team across VMware and Dell Technologies.

Key Job Responsibilities

  • This role will direct report to the Director of Commercial Sales, DSAT a recognition of the impact of this role to the success of the Americas. This individual must be highly aligned and work closely with Divisional Sales Leaders at Dell and other members of the DSAT team, and VMware core and specialist leadership to drive VMware bookings leverage via the Dell Technologies teams. This role is highly cross-functional in nature and requires demonstrated skill working in a matrix organization across VMware.

  • Primary role is to drive attach of VMWare solutions to Dell Technologies Americas Tier1 accounts in close partnership with Dell Technologies Commercial teams, VMware Commercial, Enterprise and Healthcare teams, specialist teams, and partners. Purposeful role in driving pursuit and capture of mutual list of “focus” accounts to be calibrated with Dell Technologies sales leadership. Assist in selling VMware solutions, as well as with entire sales process (Proposal-Quote-Contract-POs). Arbiter of conflict/overlap in portfolio selling situations with Dell-EMC-VMW sales leadership. The RSM will have specific focus on driving attachment of VMware in underpenetrated accounts, leveraging propensity data analytics and providing leadership to Inside Sales and Channel Partner to leverage this sales capacity to drive incremental pipeline.

  • Secondary role is to assist others on the DSAT team, with deployment of 1) programmatic strategy and execution to drive funnel across Dell Technologies Americas Commercial in coordination, 2) aligned enablement of Dell Technologies and VMW teams, 3) Pursuit and Capture strategies and other programs designed to scale the VMware revenue synergy through the Dell Technologies Americas Commercial business.

Key Qualifications

  • Disciplined forecasting, pipeline measurement/campaign measurement for balanced portfolio growth, reporting of results to the VMW and Dell Technologies stakeholders

  • This role will be expected to be Customer and Partner Executive facing regularly – to be the executive spokesperson for VMW at both 1-1 Executive and 1-Many Executive events or internal Dell Technologies events

  • This role will work closely with leadership at Dell Technologies. A deep understanding of Dell Technologies and demonstrated capability to work successfully with Dell Technologies will be critical to success.

  • Steer, lead and orchestrate VMware & Dell Technologies in EP accounts to achieve quarterly VMware targets via Dell Technologies. Work closely with the field leadership from both Dell Technologies and VMware to jointly achieve the quarterly Plan and built the required amount of Day 1 pipeline every 90 days. Experience with commercial and contractual negotiations with a complex set of customers with international reach will be important.

  • Engage with Product Group leaders and other key business stakeholders, including Finance, Legal, Marketing, SE, Deal Desk, etc at VMware and Dell Technologies to align on business goals and provide feedback on what will be required for successful execution against our bookings targets. Actively work to identify and remove all blockers that create friction in the joint selling process between VMware and Dell Technologies.

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

  • 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.

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

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

5MSales

This job may require the candidate to comply with travel restrictions and/or work from a facility that requires full vaccination prior to entry. Further, depending on various factors, including legal challenges to the Executive Order on Ensuring Adequate COVID Safety Protocols for Federal Contractors, VMware may require employees to be fully vaccinated effective January 18, 2022.

Category : Sales

Subcategory: Field Sales

Experience: Manager and Professional

Full Time/ Part Time: Full Time

Posted Date: 2022-01-02

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.

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