Company Overview VMware is a global leader in Application Modernisation, Cloud infrastructure and Business Mobility. Built on VMware's industry-leading virtualization technology, our solutions deliver a brave new model of IT that is fluid, instant and more secure. Customers can innovate faster by rapidly developing, automatically delivering and more safely consuming any Application. With 2020 revenues in excess of $11B, VMware has more than 500,000 customers, 55,000 partners, and 30,000+ employees in 50+ locations around the world. At the core of what we do are our employees who deeply value execution, passion, integrity, customers and community. VMware pioneered virtualization and now we're delivering the fastest path to success in modern Application Development and Delivery with VMware Tanzu. With VMware Tanzu, we can help our customers modernize their Applications and Infrastructure with the goal of delivering better Software to production, continuously. VMware Tanzu simplifies operating Kubernetes and modern Applications across clouds, while freeing developers to ship software faster and build great applications. Our products and services enable Development and Operations’ teams to work together in new ways that deliver transformative business results. 10 reasons to work for VMware Tanzu We focus on driving successful outcomes for our customers and not just revenue You will work with kind, motivated and talented people that want to grow their careers in the Opensource and Developer driven software industries We promote remote working, so you do not need to travel and can choose where to spend your time We measure results and not long hours, so you can balance your life Our teams are empowered and accountable to drive their own destiny Benefit from the agility and mindset of a startup, but the presence and scale of a global leader in the software industry. We respect your individuality, we are committed to creating a culture where all voices are heard. We actively invest in personal and team development and growth We recognise employee well-being as central to success Join an organisation at the epicentre of the VMware evolution to a SaaS company Role Profile As the Sales Director for Southern EMEA and Central EMEA you will manage a dynamic sales team and help Tanzu surpass our growth goals. The right candidate is responsible for building and leading a world class sales team, growing and implementing technology and processes and partnering account management, customer success, marketing, product, engineering and operations teams, to deliver the best possible customer experience. The right candidate is truly passionate about customer success and has a proven track record to talk about. This is an exciting opportunity to directly influence Tanzu’s growth. Requirements The overwhelming emphasis of this Director role is inspirational sales leadership and operational management for continued growth across all the Tanzu portfolio of products. This role will lead, steer and scale sales for VMware’s Modern Applications Platform Business Unit (MAPBU) across SEMEA and CEMEA for the 30 most strategically important Global customers headquartered in these regions. This individual will directly manage a group of 10+ top sales performers, with additional responsibility of ensuring pre-sales, marketing, consulting and channel operations, co-operate in facilitating effective coverage and identifying business opportunities. In addition they will be expected to act as the Tanzu spokesperson when teaming and collaborating with the wider VMware businesses in EMEA to maximize the coverage and opportunities in the region. 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 and managing talent across this segment to deliver one of the fastest growing business units in the industry. We are looking at the following attributes in the ideal candidate: Understanding and experience in Developer driven software, Application Modernisation, Open Source and Cloud platforms Proven track record of owning P/L and implementing strategies to grow SaaS/ Subscription license and Service revenues Experience of managing specialist sales teams across matrixed structures in global software organizations Strong Sales Operations experience in managing pipeline, forecasts and deal execution at a regional and global level Customer and Partner focus with C-Level exposure and contact base across EMEA Experience of driving and shaping large commercial and contractual negotiations with complex, international customers Degree Level Education Responsibilities Deliver the ACV number, subscription revenue renewals and services bookings and margins for the SEMEA and CEMEA regions Lead and coordinate 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 SEMEA and CEMEA sales activity Increase market share growth for Tanzu by driving consumption expansion in Global accounts and coverage expansion, through a direct and leveraged model for Global New Logos Analyse regional market dynamics and develop strategies to promote thought leadership in the market Recruit and develop a world class sales team capable of selling a complex software stack in a solution selling model Build and maintain strong relationships with our most strategic 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, to maximize every sales opportunity and form strategic partnerships with customers on an ongoing basis Act as a business partner with corporate functions including: Finance, Deal Desk, Legal, Sales Operations, Global Support Services, Renewals and Human Resources Implement and rigorously drive forecasting cadence to provide visibility through Tanzu and VMware leadership of sales pipeline status, achievement of target bookings and business predictability Engage with Business Unit, Product Group leaders and other key business stakeholders to align on goals and provide feedback on what will be required for successful execution against our targets Lead by example and create and sustain a performance-driven culture, built on professionalism, teamwork, and creativity Category : Sales Subcategory: Field Sales Experience: Business Leadership Full Time/ Part Time: Full Time Posted Date: 2021-06-01 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’s possible today at [...] 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.