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Senior Manager, End User Computing Commerical Sales, ANZ – Opportunity for Working Remotely Wellington, Wellington – VMware – Wellington City, Wellington

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The Elevator Pitch: Why will you enjoy this new opportunity?

At VMware we live by our EPIC2 values which are Execution, Passion, Integrity, Customers and Community. Our exceptional sales members are improving our customer’s journey to a mobile life and workstyle through our portfolio of EUC Solutions. Are you passionate about a ground-breaking technology platform that is disrupting the competition and industry? You can become a member of our EUC team and help lead this digital workforce transformation.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

  • As a “Senior Sales Manager” you will own a pipeline target for the Commercial EUC Sales Specialists across Australia and New Zealand.
  • As we have a relatively “new” team, you will help to onboard your team with a robust onboarding and upskilling plan to help a fast ramp to productivity goals and targets
  • You will keep your team focused on identifying net new pipeline for our Digital Workspace and Modern VDI Solutions
  • You will be strong in all Commercial forecasting cadence to ensure pipeline coverage is strong across all territories
  • Help your team define a Partner Pipeline Program with a defined set of Digital Workspace and Modern VDI partners
  • You will ensure forecast accuracy is tightly managed on a weekly basis and you will ensure consistent performance across all of your team members
  • You will be working closely with your Commercial Sales & Marketing Team on defining your business development focus areas and identifying prospecting opportunities
  • You will ensure your team is well enablement and versed on the VMware End-User Computing solutions portfolio – driving a regular cadence on enablement
  • Build ongoing insights into the business and areas for improvement
  • You will identify short- & near-term sales play opportunities but also longer-term areas for development and ensuring we continue to nurture & engage with the customer in the technology journey to ensure VMware is top of mind with any Workforce transformation project
  • Work closely with our Partner Management Team and Partner Business Manages to define a set of key focused partners to engage with on pipeline development programs

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

  • Be the front-line executive, building, developing, and managing a sales team, taking responsibility for driving new business and developing the Commercial business
  • Design and implement competitive strategies based on past best practice and knowledge of effective sales methodologies whilst creating and implementing a sales strategy (aligning with the overall A/NZ business direction) to meet set sales targets within given deadlines
  • Regular two-way communication and review with sales staff regarding their account strategies, forecasts, methodologies and supporting 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 Senior 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’s Commercial sales teams and partner network to accelerate go-to-market initiatives
  • Effectively aligns and leverages internal and external resources to resolve complex issues and scale the business through collaboration with the VMware Channel community
  • Coach and drive the use of Value Selling sales methodologies including VMware sales tools and process as amended from time to time, to communicate, report, track and manage sales opportunities
  • 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 their business and professional goals

What is the leadership like for this role? What is the structure and culture of the team like?

You will be part of the Australia and New Zealand team reporting to the Director of End User Computing A/NZ (who sits on the local SLT). We have offices across Australia and New Zealand, and you will also have regular access to our regional teams where you gain exposure to other regions, best practices and a broad network of experience and cultural experience and dynamics. It’s a very open and transparent team and we encourage and foster collaboration across regions. The key area the Director looks at in his team is their aptitude to learn and the attitude to try new things, a ‘can-do’ attitude is consistent across the team.

Where is the role located?

This role can be based in either Sydney, Melbourne, Brisbane, Auckland or Wellington offices and is open to candidates from surrounding areas of this business hubs.

What are the benefits and perks of working at VMware?

You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com.

  • Employee Stock Purchase Plan
  • 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
  • Rethink’s Neurodiversity program to support parents raising children with learning or behaviour challenges, or developmental disabilities
  • Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
  • Wellness reimbursement and online fitness and wellbeing classes


Category :
Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-06-30

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 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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