Job Description

The Elevator Pitch: Why will you enjoy this new opportunity? You will be part of VMware\xe2\x80\x99s exciting Modern Apps & Management journey with a focus on products and services under the VMware Aria Portfolio. The VMware Aria Portfolio helps customers unify applications, infrastructure, and services across private, hybrid and public clouds in a single cloud management platform with a common data model. This is a unique opportunity to help some of the biggest brands in major industries on their journey to cloud. Our team is growing exponentially as we are seeing a huge increase in demand from clients who are transforming their software delivery capability and building cloud-native applications to drive customer engagement. The portfolio we offer is made of Cloud Health, Aria Hub and Graph, and Aria Guardrails, and Observability. This is a multimillion-dollar business that is part of the Tanzu / Aria combined portfolio. You will become the leader of the Tanzu / Aria Sales group, managing a direct sales motion, an inside sales motion for commercial accounts and a substantial Managed Services business, while also running the enablement and engagement of the Tanzu SW sellers as part of our engagements. You will lead, plan, execute and communicate effectively both internally and externally. You\xe2\x80\x99ll regularly engage with top executives at some of the most prestigious global organizations to help them achieve real business outcomes using our VMWare Tanzu Aria solutions. Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

• Within 30 days, understand and support an incredible sales team worldwide focused on Tanzu Aria Sales. You will be bringing innovative thinking to support the team and meet the future horizon direction for our Cloud Sales motion. You will be creating and sharing ideas with your peers and broader ecosystem to support and grow the business.
• Within 60 days, creating a model for sustainable growth, developing the activity that supports healthy pipeline and delivers our targets. You will be meeting customers, our field teams and supporting the development of outcome-based value propositions that will transform a customer\xe2\x80\x99s business. You will be in the field supporting and coaching account directors.
• Within 90 days, you will have built out a plan for integration, a sales organization design, management system and enablement plan for the entire Tanzu organization.
• From there you will be a key part of the Tanzu Aria Sales, Services and Customer Success leadership team, facilitating collaborative engagements between partners and customers to support greater revenue streams. You will help to bring a strategic focus and best practices to support sustainable growth, influencing and aligning resources to support your team and your business to achieve greater outcomes.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Lead a Sales team of around 60-80 people, comprised of Field Sales Specialists, Field Solution Engineers, and Inside Sales.
• Be the front-line executive, building, developing, and managing the sales team, taking responsibility for driving new business and developing the Aria business.
• Meet the Net New ACV, Renewals, and overall ARR growth with quality deals that have defined use cases, adoption and consumption plans.
• Work in close collaboration with CSM and Services in order to drive ARR growth.
• Regular two-way communication and review with sales staff of around regarding their account strategies, forecasts, methodologies and support them through customer engagements.
• Establish and position VMware as a thought leader in these areas and drive team collaboration with internal resources such as technical, marketing, and professional services to support customer needs, sales strategy, and overall business growth.
• Influence strategy, engagement, channel, and customer interactions at a VP level across the business
• Facilitate collaborative engagements between partners and customers to drive incremental revenue, strong relationships and high levels of customer satisfaction whilst maintaining alignment with the business direction.
• Leverage VMware\xe2\x80\x99s sales teams and partner network to accelerate go-to-market for the specialist solution sets.
• Represent the company at conferences and networking events to deliver corporate and value proposals to build customer relations.
• Coach and develop the team on continual improvement to achieve and exceed quotas and bookings.
• Effectively align and leverage internal and external resources to resolve complex issues and scale the business through collaboration with the VMware Channel community.

What is the leadership like for this role? What is the structure and culture of the team like? This position will be part of the Tanzu/Aria Senior Leadership Team, reporting directly to Roger Egan - SVP of Global Tanzu Sales, Services, Support and Customer Success. The leader will work within the Tanzu/Aria leadership team including the Business unit, the Cloud Management business unit sales organization, and the broader VMWare Core organization to deliver results. What are the benefits and perks of working at VMware?

• Medical Coverage, Retirement, and Parental Leave Plans for All Family Types.
• Generous Time Off Programs.
• 40 hours of paid time to volunteer in your community.
• Employee Assistance Program.
• Wellness reimbursement.

This For CO, NY, CA and WA residents, the salary range for this position is: $200,000.00 - $400,000.00. The actual offer will be based on the role, location, and individual candidate experience. Bonus, commission, and/or equity may be eligible for this position. Additional benefits for this position can be found at https://benefits.vmware.com/.
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Field Sales
Experience: Executive
Full Time/ Part Time: Full Time
Posted Date: 2023-04-18
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\xe2\x80\x99s 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.