VMware is the leader in cloud infrastructure, business mobility and virtualization software, and empowers customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace. The Dell Technologies Synergy Acceleration Team’s (DSAT) mission is to accelerate our customers’ business outcomes by leveraging Dell Technologies scale and reach; resulting in VMware and Dell Technologies accretive growth.
Job Role and Responsibilities
Our Dell Technologies Synergy Acceleration Team (DSAT) needs a Director Solution Lead- Security to drive GTM strategies, joint account planning and sales initiatives for our joint solutions with Dell Technologies. This role will function as a change agent across a matrix organization, reinforcing and advocating “first and best” principles and improving GTM and Sales field collaboration. This role will provide GTM leadership through the creation and execution of sales strategy, programs and execution to drive tighter alignment between the VMware Field Sales and their Dell Technologies counterparts at a theater, segment and account level.
He or she should be highly motivated, organized, analytical and foster close working relationships with external (Dell Technologies Services, Security Specialists and sales teams) and internal VMware Security BU, Security Sales (Carbon Black, App Defense) and Geo/Theater leadership teams.
Responsibilities:
- Responsible for driving the bookings/revenue thru Dell RTM for Security offers (Carbon Black, App Defense) thru this route, for all transaction types OEM, non-OEM, resale
- Define, develop, implement and reinforce Security Solutions GTM strategies thru Dell RTM, aligned to our key integrated solutions with Dell with an objective of driving accretive synergies with solutions we bring to market together.
- Support and facilitate consistent leadership collaboration between VMware, SBU and Dell Technologies, including the joint review of business performance against goals (bookings/revenue forecasting and achievement, trends)
- Identify and develop successful long-term opportunities alongside DELL to grow new business for Security Business Unit
- Ensure close liaison with all relevant functions within Security Business Unit to communicate product and support needs as well as sales input into SBU
- Work closely with DELL to qualify and understand prospect security priorities and provide compelling presentations of Security Business Unit solutions
- Integrate into VMware and Dell “Normal” operating procedures and practices to accelerate sales of joint offerings
Requirements:
- Proven experience in GTM strategy & execution of key sales initiatives with a working knowledge of launching/incubating new products, sales challenges, goals
- Knowledge, understanding, and past experience with Dell, Dell Technologies and DT Strategically Aligned Businesses (VMware, Pivotal, RSA, Secureworks, Virtustream) and Endpoint security vendors (Crowd strike, Secureworks) strongly preferred
- Experience working with and reporting to exec and C-level leaders as part of a complex, multifaceted, multinational and distributed organization
- Ability to build and maintain internal and external relationships resulting in the expansion of new and existing Services business
- Ability to work independently as well as part of a larger team
- Demonstrated track record of success in organizational leadership and Services strategy
Call to action:
We are looking to fill these strategic and critical roles as soon as possible. Join our team today.
Category : Sales
Subcategory: Alliance Management
Experience: Business Leadership
Full Time/ Part Time: Full Time
Work From Home: No
Posted Date: 2019-12-09
VMware Company Overview: 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’s 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.
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