Senior Director of Business Development, Cloud Infrastructure Services Job
VMware - Palo Alto, CA

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Posting Title Senior Director of Business Development, Cloud Infrastructure Services 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 Senior Director of Business Development, Cloud Infrastructure Services (Americas)

Job summary:
The Senior Director of Business Development, Cloud Infrastructure Services in the Americas (BD Leader) will manage business planning and be accountable for partner-led and inside-led sales bookings of VMware?s Cloud Infrastructure Services (vCIS). The BD Leader will develop and own the overall business plan and go-to-market strategy for vCIS. The BD Leader will work in close collaboration with VMware?s sales and marketing managers at headquarters and in the field, as well as VMware?s product, IT, operations, channel, and alliance teams to drive cross-functional support for the business plan. 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:
  • Build the Americas Field strategy for the adoption of VMware?s Cloud Infrastructure Services (vCIS)
  • Build and manage the vCIS business plan
  • Define and optimize the key business processes necessary for selling to and onboarding new customers, as well as the model for billing, supporting, and later up-selling/cross-selling to acquired customers
  • Define and set metrics for all key roles that engage with vCIS customers
  • Act as the ?matrix manager? and business liaison to the Inside Sales, Partner Business Manager, Systems Engineering, and Professional Services functions supporting vCIS. Act as the Americas liaison to the IT, payments, and legal teams supporting the offering
  • Work with the product group and VMware?s marketing teams to equip sales staff and partners with reusable assets required to competitively differentiate vCIS solutions
  • Escalate enablement and sales needs to product and Field enablement teams
  • Identify high propensity partners and customers
  • Assist with partner planning, recruiting, enablement, and activation
  • Own the number for Inside Sales-led and partner-led vCIS bookings
  • Own customer satisfaction metrics
  • Act as a point of escalation for complex deals and contract negotiations
  • Manage early launch activities such as Field awareness and enablement
  • 12+ years of sales experience in the IT industry, preferable in Enterprise software and hosted services
  • 8+ years of sales management experience at a Regional Director level or above
  • 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 Location Palo Alto, CA, US Is this a remote or multiple location position? No
Requisition Number 39374BR

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