Director, LATAM Sales – VMware Tanzu

VMware Brazil (Home Office Brazil, Brasil) Publicado 2 dias atrás

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Job Description

About Us
Ready to build? So are we. Come join VMware’s new exciting Modern Applications Business Unit (MAPBU) team, made up of products and services under the Tanzu portfolio to help customers build, run and manage their most important applications. We build applications with velocity to run in a cloud-native environment, run open-source Kubernetes with consistency, and manage our customers entire footprint with confidence to help them achieve their business outcomes.

We are looking for a high-energy, inspirational software sales leader whose leadership and operational management success will lead to continued growth across the Tanzu portfolio of products in Latin America. 

MAPBU Sales has a unique opportunity to help some of the biggest brands in major industries create new digital experiences and rediscover the power of software by using the Tanzu platform and Pivotal Labs. Our team is growing exponentially in Latin America 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.

Your Day

The individual, will lead, steer and scale VMware’s Modern Applications Platform Business Unit (MAPBU) Sales operations across  Latin America, ensuring that sales, pre-sales, marketing, consulting and channel operations co-operate in facilitating effective coverage and identifying business opportunities, while effectively teaming and collaborating with the wider VMware businesses in Latin America to maximize the coverage and opportunities for VMware.  This role consequently represents a unique opportunity to play a major part in the success of VMware as a whole. We are therefore seeking a truly exceptional leader who will thrive in building, leading a team across Latin America.  This individual will manage a group of top performers that deliver one of the fastest growing business units in the industry. 

  • Understanding and experience in data center infrastructure, virtualization, Kubernetes and Cloud Foundry containers, developer community, open source, cloud applications.
  • Proven track record of building and growing a subscription business with specialist sales teams operating in a matrixed management, in global software organizations.
  • Strong Sales Operational experience in managing the region’s numbers, forecasts, pipeline and opportunities, in alignment with VMware’s regional and MAP global forecast process.
  • C-Level Exposure and contact base with customers and partners in Latin America.
  • Experience of driving and shaping large commercial and contractual negotiations with a complex set of customers with international reach.
  • Customer and Partner focused with a flexible, adaptable and versatile approach. Able to build relationships at all levels of an organization with specific focus at C level.
  • Builds strong internal relationships with peers and subordinates within VMware, while effectively balancing regional team goals with corporate goals.
  • Degree Level Education.

Required Skills/Experience:

  • Accountable for delivering the Latin America ACV number, subscription revenue and services bookings.
  • Drive market share growth for Tanzu by driving consumption expansion in Global and Enterprise accounts, and coverage expansion in a highly leveraged model for New Logos acquisition.
  • Develop strategies to promote thought leadership in the market.
  • Develop and maintain strong relationships with key customers and partners.
  • Rapidly understand VMware, its direct markets, channels and resources and assess quickly where additional support and emphasis is required.
  • Define & implement the GTM strategy for each sector of this market-leading business, including Enterprise sales – a strategy to maximize every sales opportunity supported by a structure that allows VMware to form strategic partnerships with customers on an ongoing basis.
  • Recruit and develop a world class sales team capable of selling a complex software stack in a solution selling model.
  • Lead and co-ordinate on a region wide basis the activities of pre-sales (systems engineering), consulting (post-sales/implementation/professional services), channel managers and marketing, working with functional leaders to ensure the right skills and resources are made available in support of Americas sales activity.
  • Act as a business partner with corporate functions including: Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources.
  • Ensure operational tools such as forecasting systems (Salesforce) are properly implemented, drive 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.
  • 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.
  • Lead by example and create and sustain a performance-driven culture, built on professionalism, teamwork, and creativity.


This job requisition is not eligible for employment-based immigration sponsored by VMware

This position is eligible for TanzuChallenge referral campaign

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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