Manager Regional Sales

Why will you enjoy this new opportunity? The world is changing fast and Service Providers are looking for technology to advance their cloud and application journey that enables them to take advantage of 5G, enter the era of multi-cloud technologies and build open systems that will offer them increased flexibility and speed never seen before. The Servicer Provider team is working with top Japanese operators to solve their toughest challenges through disruptive technologies like edge computing, O-RAN, Kubernetes… all of which will accelerate the next wave of innovation. Our software and services span Application Modernization, Cloud, Networking and Security and Digital Workspace. This role is part of VMware’s Global Account Program that serves 100 premier accounts with the objective to establish a significant footprint in the largest and most influential corporations in the world and with accelerated timeframes. This strategic objective is being accomplished using highly focused and very experienced teams with dedicated extended teams and substantial executive level commitment. What are the performance outcomes over the first 6-12 months you will work toward completing? Leading your regional direct reports and extended teams, in delivering strategic and transformational value to your customers and in return generating growth in bookings and revenue for VMware. Accountability for delivering quarterly booking targets for your accounts, selling VMware-driven integrated solutions across the entire VMware portfolio including networking, multi-cloud, modern applications, end user, and security areas. Balancing your time between managing and leading your team, with customer interactions; providing strategic direction to achieve outcomes. Building and executing on a strong pipeline of opportunities is foundational to the success of the business and company. You will work with all key stakeholders on developing the pipeline and driving the deal velocity required to deliver bookings goals. You will orchestrate account coverage through effective global collaboration, leadership, and coaching of your direct reports, internal team/specialists and internal/external partners on how to position and close VMware opportunities. You will work closely with Global Teams including Pre- and Post-Sales, Implementation, Professional Services, Channels, Marketing and functional leaders across the organization. You will be expected to support your reports in negotiating large, global deals with deeply complex terms, conditions, prices pressures and considerations. This will require you to be capable of understanding and accurately assessing general contract terms, customer requirements at a global scale, and product capabilities to ensure VMware is chosen as the preferred vendor. You will leverage your cloud, Service Provider, SaaS and subscription solution experience to help our customers succeed and thrive. You will apply your experience in the Service Provider industry to build business-focused strategies, relationships, and outcomes with your customers. What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?  Develop and drive the strategy and direction for your account including complex team plans, goal settings, key objectives, and execution plans. Oversee day-to-day operations of your team and accounts by reviewing sales strategies, leading business reviews, and GTM. This includes the creation and delivery of accurate weekly, quarterly, and annual forecasts, account plans, and pipeline development. Virtual and face-to-face meetings with customers, partners, and co-workers, including establishment of highly strategic relationships. Provide coaching, mentoring and career guidance and support for your direct and extended teams, including performance management and development. Engage in Telco- specific solution and business discussions leveraging your experience as a seller and trusted advisor within the Service Provider industry. Potential for up to 25% non-local overnight travel for events, non-local customer meetings, sales training, etc. Accurately forecast regional subscription and license bookings, specific products revenue, Professional Services bookings on a weekly, monthly, and quarterly basis via Salesforce.com Building or expanding your team as needed, by recruiting and developing a world-class sales team capable of selling a complex software stack in a solution selling model. Coordination within an internal set of multi-functional teams such as Systems Engineers, Product Specialists, Inside Reps, Field Marketing, Professional Services, and Channel Management and external partners as described previously. What is the leadership like for this role? What is the structure and culture of the team like? You would be a part of APJ Global Telco Sales team, as a seasoned leader in a culture of trust, transparency and accountability at all levels. Collaboration, diversity and inclusion and team success on a Global level are cornerstones of the approach and working model. Where is this role located? This role is located in Tokyo, Japan and is a mix of remote work and in a local VMware office as well as customer-facing as required. Category : Sales Subcategory: Field Sales Experience: Manager and Professional Full Time/ Part Time: Full Time Posted Date: 2022-06-23 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.