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SVP of WW Sales SDDC

Company: Software Services, Palo Alto, CA
Location: Palo Alto
Posted on: April 19, 2019

Job Description:

The overwhelming emphasis of the Senior Vice President, Worldwide Sales Software-Defined Data Center (SDDC) role is inspirational sales leadership and operational management for continued growth across all products under the SDDC umbrella. These products include, but are not limited to: NSX, vRM (cloud mgt), vSAN + VxR (Dell), PKS/Heptio and VeloCloud (SDWAN). The SVP, WW Sales SDDC will lead, steer and scale Company’s sales operations across the globe ensuring that sales, pre-sales, marketing, consulting and channel operations co-operate in facilitating effective coverage and identifying business opportunities. This role consequently represents a unique opportunity to play a major part in the success of Company as a whole. We are therefore seeking a truly exceptional person who will be ‘at home’ building, leading and managing first-line leaders and their teams across the globe. This individual will manage a group of 1,100+ top performers that deliver one of the fastest growing business units in the industry. Job Requirements Proven sales leadership in a global software organization with significant matrixed sales management responsibility. Experience of driving, shaping and executing large, global deals. Specific evidence of having built or substantially increased software license revenues. C Level Exposure and contact base globally - References well at this level. Technical wherewithal to lead sales of existing and emerging leading edge technologies. Experience of commercial and contractual negotiations with a complex set of customers with international reach. Will have built and developed an exceptional team of specialty sales professionals. Ability to influence and collaborate in a highly matrixed global organization whilst taking ownership for clear and far reaching decisions. Customer focused with a flexible, adaptable and versatile approach. Able to build relationships at all levels of an organization with specific focus at C level. Builds strong business relationships with customers, partners, peers and subordinates while effectively balancing regional team goals with corporate goals. Degree Level Education. Key Job Responsibilities Rapidly understand Company, its direct markets, channels and resources and assess quickly where additional support and emphasis is required. Recruit and develop a world class sales team capable of selling a complex software stack in a solution selling model. Lead and co-ordinate on a global 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 global sales activity. Ensure operational tools such as forecasting systems (Salesforce) are properly implemented and used by all staff globally, facilitating effective forecasting and communication with corporate operational leadership, as well as inside global regions. Define & implement the GTM strategy for each sector of this market-leading business, including Enterprise sales – a strategy to maximize every sales opportunity supported by a structure that allows Company to form strategic partnerships with customers on an ongoing basis. Acts as a business partner with corporate functions including: Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources. Run a weekly forecasting process to provide visibility to Company’s leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings. Be Operationally Excellent in the day-to-day running of the business including (but not limited to) forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing. Engage with Product Group leaders and other key business stakeholders to align on business goals and provide feedback on what will be required for successful execution against our bookings targets. Able to work across multi-functions/multi-individuals to achieve desired results. Accountable for revenue and bookings as well as the overall margin of deals. Competencies, Leadership Attributes and Behaviors expected in this Role: Competency Leadership Attribute Behavior Drives for results and pipeline management Execution Follows through on assignments to ensure successful completion Consistently meets or exceeds goals, commitments and deadlines Accountability Holds self and others accountable for achieving business results and leadership expectations Drive Leads or champions efforts to increase productivity Displays high integrity and honesty in managing resources Accountability Say – Do (Follows through on commitments) Integrity Models professional and respectful behavior consistent with Company’s EPIC2 values in good times and bad D&I Ensures diverse and inclusive best practices for evaluating and hiring candidates are followed Inspires and motivates others to high performance Passion Positively inspires and motivates all team members to high performance equitably Alignment Influences others towards commitment to ideas or actions Partnership Effectively influences key decisions for the benefit of the organization Customer Energizes team to support organizational priorities and customer outcomes Develops strategic perspective and vision of possibilities Vision Balances the short-term and long-term needs of the organization Ensures the organization’s vision and objectives are translated into challenging and meaningful goals D&I Proposes and respects forward thinking initiatives that incorporate diversity of thought and opinion Customer Continually communicates the prioritized strategic initiatives keeping teams focused on customer outcomes Alignment Ensures that work group goals are aligned to organization’s strategic goals and vision Courageously takes initiative Drive Identifies and works toward achieving BHAGs (Big, Hairy, Audacious Goal) for self and team Goes above and beyond what needs to be done without being told Alignment Has the confidence to initiate actions and align the right resources Accountability Takes personal responsibility for outcomes Makes the tough decisions necessary to ensure current and future success Develops self, others and team Development Constantly learns and improves both personally and professionally Development Finds stretch assignments for individuals that require them to achieve significant but realistic goals Community Proactively shares new ideas and job knowledge for others and team Resilience Is an honest and candid coach or mentor to facilitate learning from experience D&I Fosters an inclusive learning environment that encourages others to learn from one another

Keywords: Software Services, Palo Alto, CA, San Francisco , SVP of WW Sales SDDC, Executive , Palo Alto, California

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