Director, US Army, DISA and Defense Agencies - Federal Sales

Search JobsJob DescriptionDirector, US Army, DISA and Defense Agencies - Federal SalesThe Elevator Pitch: Why will you enjoy this new opportunity?Our why is to innovate and transform our Federal DOD customer business. Our purpose is to connect people, exchange ideas, provide insights and improve the way everything can be done in the world. We do this by enabling technology for good. VMware streamlines the journey for organizations to become digital businesses that deliver better experiences to their customers and empower employees to do their best work no matter where they are. Since our founding in 1998, our employees and our large ecosystem partners have been behind the technology innovations transforming entire industries—from banking, healthcare, and government to retail, telecommunications, manufacturing, and transportation.Every day, we work to solve our customers’ toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes and more–to define the digital foundation that will accelerate the next wave of innovation. Our software and services span Application Modernization, Cloud, Networking & Security and Digital Workspace to achieve this.Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?Within 30 days, understanding and supporting an incredible Army & Defense Agencies sales team focused on servicing our DOD Mission owners. You will be bringing innovative thinking to lead the team and meet the future Mission requirements across our DoD business. You will be creating and sharing ideas with your peers and broader ecosystem to support and grow the business.Within 60 days, creating a model for sustainable growth, developing the activity that supports healthy pipeline and delivers our targets. You will be meeting customers and supporting the development of customer centric value propositions that will transform a customer’s business.  You will be in the field supporting and coaching Client Execs, helping cultivate and align with our customers needs.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 territory.Design and implement competitive strategies based on past practice and knowledge of effective sales methodologies whilst creating and implementing a sales strategy aligning with the DoD Federal 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 support 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 director level across a cross functional businessFacilitate 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 sales teams and partner network to accelerate go-to-market for the cross functional specialist solution setsCoach 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 quotas and bookingsEffectively aligns and leverages internal and external resources to resolve complex issues and scale the business through collaboration with the VMware Channel community15+ years of sales experience in the IT industry, preferable in Enterprise software5+ years of high-level management experience of 7 or more direct reports in a fast paced, highly competitive, ever-changing sales environment within the Federal Government MarketMinimum 10+ years sales/leadership experience directly supporting the US Army, and Defense Agencies customer. OCONUS experience a plus.10 + years experience in Face-to-face Opportunity Identification, Selling to Data Center Executives, Leveraging Partners/Solution Providers, Business Case and Proposal5 + years of experience in the positioning and selling of Cloud, Mobility and data center solutions.What is the leadership like for this role? What is the structure and culture of the team like?The hiring manager for this is the VP of Federal Sales. His style is extremely collaborative, inclusive and he has a People First, Mission always mentality.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 PlanMedical 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 behavior challenges, or developmental disabilitiesFinancial contributions to your ongoing development (conference participation, trainings, course work, etc.Wellness reimbursement and online fitness and well-being group classes“This position will perform work that the U.S. government has specified can only be performed by a U.S. citizen on U.S. soil, and therefore any offer will be contingent upon verification of both of these requirements”#VMwaresales This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.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. ​Search Jobs