Search JobsJob DescriptionTanzu Sales DirectorWhy will you enjoy this new opportunity? About VMware and Team TanzuReady to build? So are we! Come join VMware’s Tanzu business empowering enterprises to deliver the software products (cloud native applications), innovation and experiences their customers need. We don’t just drop in, deploy, and leave—we work side by side with our clients to build capabilities and instil processes that show immediate and lasting impact. Want to work in a team that prioritises empathy? Want to solve, not sell? You are a high-energy, solutions sales professional who can identify and strategically consult with customers on our Tanzu portfolio and Tanzu Labs Services. You are expected to generate net new business as well as maintain and grow relationships with existing accounts working in conjunction with other VMware Sales Executives, Office Directors and Platform Architects. You have broad responsibility for the overall health and sales performance of a growing territory. You are a curious, thoughtful solutions professional who can lead with business problem solving and sell the ‘art of the possible’ in a matrix environment. Success in the Role: What are the performance outcomes you will work toward completing?Tanzu was born out of Silicon Valley in 1989 and is considered one of the early pioneers of extreme programming and lean product management. We’ve worked with the likes of Google, Facebook, Twitter, AirBnB to name a few, as well as medium to large enterprises and government departments around the globe. Tanzu & Tanzu Labs 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 our Labs Services and our Tanzu portfolio of modern application platforms. Our team is growing rapidly 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 and citizen engagement.We’ve worked with 100’s of organisations across the globe, across many different verticals. In ANZ, VMware Tanzu (Pivotal) was the key partner in the incredible capability uplift and change in culture and ways of working of Service NSW’s (SNSW) development teams and one of the reasons that SNSW is seen today as a digital powerhouse. The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?Interacting with C-Level and VP-Level Executives, you will be driving the digital transformation strategy for our Government and Enterprise customers. You will be charged with identifying and collaborating on the Tanzu implementation plans for our customers journeys with VMWare. Each customer may have a different entry point for their journey with Tanzu but you will play a vital role in developing the plan to help our customers drive the outcomes they desire and gain the most benefit from our process and software. To achieve the best result for the customer and Tanzu, you will need to be able to work as a team player or as an individual contributor as each opportunity presenting various levels of complexity. An understanding of complex transactions via diverse routes to markets is a critical skill.This is an opportunity to help design and shape the future of a very successful company as Tanzu is a cornerstone brand for the future growth. Our team is growing rapidly 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 and citizen engagement.In ANZ, VMware Tanzu was the key partner in the incredible capability uplift and change in culture and ways of working of Service NSW’s (SNSW) development teams and one of the reasons that SNSW is seen today as a digital powerhouse. We’d love to share more about that with you as well as our other incredible use cases. Obsessed with delivering customer's valueConsistent high performance against sales quotas driven by C-Level and VP level relationships Experience using a consultative or advisory based sales approach in a complex enterprise sales environment Consistent high performance against sales quotas driven by C-Level and VP level relationships Innovative and creative thinker who can work independently and leverage resources wisely to meet objectives Experience with Agile Methodologies and Application Lifecycle Development Processes in large enterprises First-hand experience selling Software Development consulting and/or Cloud Application consulting Experience with selling solutions – ie SaaS and Services togetherProven ability to assess and disqualify customers/opportunities under minimum guidance and high pressure. Driven to assist customers in making the right decisions which will drive the optimal outcomes - even if it results in elongating the sales cycle Values and practices empathy and does the "right" thing with a high degree of emotional intelligence Demonstrate grit and resilience Knowledge and experience within Government at an Executive levelYour accountability. Work with other VMware Sales Executives, Office Directors and Platform Architects to drive the Tanzu portfolio including Tanzu Labs value proposition into our Government and Enterprise accounts New logo acquisition/working with existing customers to introduce and expand our application and platform services within your assigned market territory Consult with C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by our products and services Assist in the preparation of pre-work, scoping and contracts for client engagements.Forecast revenues timely and accurately; Increase revenue/ retention rates for specified key accounts Represent VMware with integrity, maintain an industry credibility, prospect for new business, and establish and strengthen relationships through presenting to various audiences Where is this role located?Flexible: The role is considered flexible and will be a mix of working from the Canberra VMware office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable daily commute of the office. 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 Medical Coverage, Retirement, and Parental Leave Plans for All Family TypesGenerous Time Off Programs40 hours of paid time to volunteer in your communityRethink'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 classesVMware 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. Search Jobs
View Original Job Posting