Director of vCHS SMB Sales Job
VMware - Palo Alto, CA

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Posting Title
Director of vCHS SMB Sales

About Us
VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 400,000 enterprise and SMB customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. As a team, our employees thrive on forward momentum. We are an engine of opportunity fueled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT through cloud computing. With 13,000+ employees and 50+ locations worldwide, we are a passionate, innovative and driven group of people inspired by the opportunity to actively learn and contribute something back to the broader community. Connect with us at

Job Description
The Sales Team is responsible for driving new business around our vCHS product, building customer loyalty, ensuring high product retention rates, supporting and promoting corporate strategy/initiatives, and delivering predictable and consistent bookings The VMware Sales Team includes several key cross-functional roles that work together to meet a shared quota.
The Director of VCHS SMB Sales is a Sales Leadership position responsible for building and leading a sales team of technically skilled and seasoned SMB account executives that are focused on driving Partner & End-User activity across their regions in order to exceed quarterly bookings targets.

Key Responsibilities

- Reports to VP of vCHS business unit .
- Developing a overlay team for im SMB team that will support the vCHS product and service solution in complex transactions, evangelizing to both customers and partners the benefits of VMware
- Must possess strong leadership skills and the ability to build a complex Partner and End-User sales strategy to achieve both short & long term goals, objectives and bookings targets. Strong Inside Sales knowledge is a plus
- Proven ability to implement incentive strategies to drive and reward team behavior

Experience Required
-7+ years of high-level management experience of 5+ direct reports in a fast paced, highly competitive, ever-changing sales environment
-Minimum of 10 years in quota carrying sales role with demonstrated achievement
-Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations
-Extensive experience negotiating large deals with extremely complex terms, conditions, price pressures and considerations
-Proven track record working with Partners i to build strategic and cooperative sales campaigns together
-History of coordination within an internal set of multi-functional teams such as Systems Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded

Core Competencies
-Self-starter who takes initiative and works with limited direction
-Highly trusted individual who maintains and expect high standards for self and team
-Analyzes available data and makes decisions which are best for VMware

-BA/BS degree or higher; MBA preferred
-Minimum of 10 years experience in the industry

Palo Alto, CA, US

Requisition Number

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VMware is the leader in cloud infrastructure, business mobility and virtualization software. A pioneer in the use of virtualization and...