VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era / A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center (SDDC) to hybrid cloud computing and the mobile workspace.
VMware’s WW Sales Specialist organization is expanding and looking for an experienced Manager for its Strategy & Planning Team supporting the SDDC Sales leaders.
The specialist sales team primarily covers NSX, AVI, Velocloud, Cloud Management, VMWare Cloud Foundation and Hypercoverged Infrastructure (HCI) product portfolio.
The Manager is responsible for leading efforts for VMware’s WW SDDC Sales Specialist organization to optimize operational performance of SDDC sales process by utilizing industry best practices in Business Process Management (BPM), business process continuous improvement methodologies, like Lean Six Sigma (LSS), and by enabling data-driven decision making through statistical analysis of data on Key Performance Indicators (KPI’s) like sales close ratio, sales lead time, sales pipeline and capacity planning.
Be involved in Fiscal Planning, Compensation and GTM Incentives, Exec decision support at QBRs, e-Staff, Sales Kick-off, etc, New Logos, and other strategic initiatives.
Job Role and Responsibilities :
The position will report directly to the Director of Strategy and Planning in the WW SDDC Sales Specialist organization and will support the key team activities to :
Drive annual and long-range planning
Build and execute on plans in order to meet or exceed product GTM goals
Compensation Strategy & GTM Incentives
New Logos and customer penetration
Pipeline forecasting and accuracy
Help to Identify and assist with solutions for SDDC most complex business strategy and operations problems
Deploy frameworks, data, and analytical tools to influence strategic decision making and facilitate alignment across multiple functions and senior stakeholders
Drive cross-functional initiatives
Key Responsibilities :
Document current processes, KPIs, data sources
Evolve and define key metrics, KPIs, for quality, speed, dependability, flexibility and cost
Facilitate process analysis sessions (Value Stream Mapping (VSM), etc.), carry out KPI data analysis to identify process and performance gaps
Identify and help prioritize process improvement, automation opportunities
Ensure sales processes meet customer requirements and align with market processes
Develop and drive program execution plan to resource and drive improvement initiatives
Develop control plans to ensure sustained operational performance
Work with Sales Leaders and Account Executives, to assess organizational change readiness, and help develop change plan to ensure success in implementing changes to improve sales process performance including communications and training
Support the development and implementation of sales process KPI dashboards to effectively monitor, analyze ongoing KPI performance to inform continuous improvement activities
Key Skills / Experiences :
Bachelor’s degree in business administration, statistics or related discipline
5-10 years of professional experience in operations and / or execution experience, including one or more of the following :
Product Marketing or Management
Demonstrate excellent collaboration, interpersonal and communication skills, and experienced in communication at the executive level
Experience with process excellence industry best practices like BPM, LSS, Lean Methods like Value Stream Mapping (VSM)
Strong facilitation skills and experience in managing senior stakeholder (Senior RD level and up) relationship, partnership and interactions
Strong and open communicator using both verbal and written modes shares ideas and experiences, drives engagement, actively involves people
Strong analytical skills and capability to communicate valuable insights from data
Preferred experience with statistical analyses tools like R, Minitab, SAS, and
Experience with any programming language, preferably Python
Proficient in PowerPoint, Excel
Ability to learn new systems and tools
Ability to deal well with ambiguity, manage priorities, work independently
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.