Sales Manager, Cloud Infrastructure Services (Americas) Job
VMware - Newark, NJ

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Posting Title
Sales Manager, Cloud Infrastructure Services (Americas)

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
Sales Manager, Cloud Infrastructure Services (Americas)

Job summary:
The Sales Manager, Cloud Infrastructure Services in the Americas will manage a team of VMware Service Provider Partner (VSPP) and Hybrid Cloud business development and specialist sales professionals. The Sales Manager will be responsible for building the sales plan for achieving a bookings 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. The Sales Manager will lead an overlay specialist team, so he or she 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.

Key job Responsibilities:
Accountable for achieving VMware’s bookings targets for VSPP and Hybrid Cloud sales
Coach and manage a team of business development and sales specialist personnel
Run a weekly forecasting process 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 partners and customers
Collaborate with core Field and Partner sales leaders to ensure proper engagement with core teams and customers
Engage with Product Group leaders and other key business stakeholders to align on business goals and provide feedback on what will be required for successful execution against our bookings targets
Work closely with the Sr. Director of Business Development to ensure that Partner and Inside Sales teams are providing sufficient support and on-track to contribute to achieving bookings and pipeline goals

12+ years of sales experience in the IT industry, preferable in Enterprise software and hosted services
8+ years of sales management experience
Strong knowledge of the IT hosting and Service Provider ecosystems
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 skills
Contract negotiation and deal forecasting experience

Newark, NJ, US

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