End User Computing - Sales Director, India

End User Computing - Sales Director, India

03 May
|
VMware
|
India

03 May

VMware

India

End User Computing - Sales Director, India



JOB TITLE: End User Computing - Sales Director, India

DEPARTMENT: End-User Computing

REPORTS TO: Senior Director, India & SEAK



EXPERIENCE: 20+ years professional experience

Company

VMware software powers the world's complex digital infrastructure. The company's cloud, app modernization, networking, security, and digital workspace offerings help customers deliver any application on any cloud across any device. Headquartered in Palo Alto, California, VMware is committed to being a force for good, from its breakthrough technology innovations to its global impact.

Since our founding in 1998, our employees (now numbering over 32,000)





and ecosystem of 75,000 partners have been behind the technology innovations transforming entire industries-from banking, healthcare, and government to retail, telecommunications, manufacturing, and transportation. Every day, we work to solve our customers toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes and more - to define the digital foundation that will accelerate the next wave of innovation. Our commitment to solving the hardest technology problems is why companies trust VMware. It's also how we've earned the loyalty of more than 500,000 customers globally.

Our EUC solution is viewed as a platform that will improve our Customers Employee Experience enhancing Employee productivity and improving Employee engagement. Our solutions enable employees to access any application from any device from anywhere in a secure and efficient way - optimal for distributed and remote work and efficient IT management.

GENERAL SUMMARY - PURPOSE OF THE JOB

The emphasis of the End User Computing - Sales Director, India for VMware is to be an inspirational sales leadership and operational management for continued growth across all the End User Computing (EUC) portfolio. The Sales Director will lead, steer and scale VMware's EUC Sales Team across India, ensuring that sales, pre-sales, marketing, channel operations and customer success teams are aligned for effective coverage and identifying business opportunities. The Sales Director will also work with the broader India businesses to effectively team and collaborate to maximize coverage, efficiently execute, and grow our EUC business.

The EUC Sales Director, India will own sales responsibility for selling the entire EUC Portfolio, including solutions enabling Virtual Desktop Infrastructure (VDI) and Apps Management, Mobile Device Management (MDM), Unified Endpoint Management (UEM) and Workspace Security solutions.

This leader will be responsible for building the EUC sales plan for achieving a sales target, managing the sales forecasting process, and coaching the team of business development and sales professionals to achieve (or, ideally, over-achieve) the sales targets.

The EUC Sales Director will lead the EUC sales specialist team he/she will need to coordinate and work closely with VMware's Core Field and Partner organizations to achieve success and manage interactions with their existing customers. Deep knowledge of the End User Computing market, IT sales cycles, SaaS/Subscription services and VMware's partner programs and ecosystem, will all be critical for success in the role.

This position will report to the Senior Director, EUC Business, India & SEAK.

Core competencies for the role



- Hands-on Leader. Bring your A Game to drive a focused plan to help VMware EUC business navigate both internal and external opportunities & challenges to scale a team that is akin to a startup within a very large organization.

- A visionary leader for the company, cultivating innovation, articulating a compelling, long-term vision for the future, and inspiring others to action.

- A leader with experience in building strategic plans and driving sales execution tactics to support the plans. A data driven approach to build a repeatable sales model. Proven examples from the past would help.

- An inclusive leader who fosters a collaborative environment where everyone feels they are equal and has a voice, walks the talk, and galvanizes the team to execute the mission.

- Predictable Forecasting is a key tenet of success. Help your team provide accurate data to enable both - accurate forecasts, more importantly predicting future growth by looking at current quarterly numbers.

- A leader that has a successful experience of building go to market models with some of our top SI partners, OEMs like Apple, Dell, Lenovo, Samsung, Google as well as Global Systems Integrators.



Key responsibilities



- Achieving VMware's ACV growth goals and renewal performance across the EUC portfolio in India

- Drive market share growth for EUC by driving transformational initiatives and new workloads across VMware installed accounts and New Logo acquisition

- Collaborate regularly with other VMware Franchise sales leaders to develop multi franchise strategies and enterprise agreements

- Develop and maintain strong relationships with key customers and partners.

- Work with sales leadership to ensure customer focused end to end GTM across Marketing, SEs, Partner, Inside Sales, Professional Services, Renewals and Customer Success teams

- Collaborate and build strong relationships with Core Field and Partner sales leaders

- Engage with EUC Business Unit leaders to align on business goals and provide feedback on what will be required for successful execution against our booking's targets

- Partner with corporate functions including: Finance, Deal Desk, Legal, Sales Operations and Human Resources.

- Maintain strong reporting and accountability against numbers, driving to exceed quotas, while developing and managing incentives.



Job Requirements for the role



- Extensive SaaS sales leadership experience

- Experience selling in both a direct and an indirect or channel driven model

- Experience in building strategic plans and driving sales execution tactics to support the plans

- Can operate in large, complex, matrixed organizations

- Experience selling platform products, such as Unified End Point Management (UEM), VDI, Virtualization, Mobile Device Management, Hosted Applications, PC Life Cycle Management, Application Access & Monitoring solutions

- Building and managing a predictable sustained growth model that is cost-effective

- Proven metrics to track performance and productivity of the team. Be prepared to show examples & data of what key elements would be needed to track that constitute a high performant team.

- Able to own a high-volume, transactional business with many deals being developed and closed at a time as well as few large opportunities. Balance the large with the small and the channel routes to market.



Preferred Skills



- Knowledge of Citrix Virtual Apps & Virtual Desktop, Microsoft Windows OS, Intune, Azure, AWS, Google for Education, MacOS, iOS, Android and Chromebook

- Success winning net new accounts, as well as selling into white space within existing install base

- Deep background, relationships with, and understanding of the EUC partner community - including Distributors, VARs, SIs, and MSPs

- Exposure working in a highly strategic capacity, with the ability to focus both on continuing successful sales execution, while simultaneously strategically planning for the next stage of growth.

- Be able to bring a thoughtful approach to building scalable, repeatable programs and processes across a large global team.

- Strong technical aptitude, and is comfortable holding deep, technical discussions with various functions across the organization, partners, and customers

- A change agent who demonstrates the ability and track record that challenges the status quo by asking why, questions and driving continuous improvement.



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.

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