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Senior Sales Director, SLED

Job Role The Senior Sales Director, Eastern SLED, is a Senior sales management role responsible for leading Sales teams of highly skilled, seasoned sales individuals consisting of Sales Directors and Client Executives.  The ideal candidate for this position will be an effective senior sales leader, a self-starter who takes initiative and works with limited direction, and a highly trusted individual who maintains and expect high standards for self and team. He/she will be involved in the entire customer value focused sales cycle. The sales related responsibilities of this candidate may include business development, requirements gathering, leading the development of value-added solutions, articulating VMware's point of view and value proposition, and conducting sales presentations to C-level customer executives. Responsibilities     o Reports to the Vice President, SLED Sales, and will be responsible for building and managing Sales Teams composed 5-10-person sales individuals     o Must possess strong leadership skills and the ability to build a complex sales strategy to ensure both short- and long-term goals, objectives and quotas     o Acts as the second line executive who helps manages high performing SLED sales teams including - recruiting, hiring, developing, and coaching     o Generally, splits time 50 - 50 between managing a team and customer interfacing calls     o Compose complex proposals and accurate forecasts.     o Manages all aspects of the Northeast and Southeast Sales teams: opportunity, pipeline development/progression, forecasting and reporting     o Maintains Operational Excellence in forecasting and pipeline     o Works closely with new, as well as established, channel partners to generate new business opportunities     o Works collaboratively across all VMware business units and business partners while identifying new areas of strategic domestic and international business growth and partnership opportunities between our organizations     o Work closely with the Sr. Director of Channel Sales and Director of Inside Sales to ensure that Partner and Inside Sales teams are providing sufficient support and on-track to contribute to achieving bookings and pipeline goals Required Skills:     o 15+ years of sales experience in the IT industry, preferable in Enterprise software and proven over achievement     o 10+ years of high-level management experience managing Sales Directors/Managers in a fast paced, highly competitive, ever-changing sales environment within the SLED Government Market     o Experience in leading a $50 Million SLED business.     o 10 + years' experience in Face-to-face Opportunity Identification, Selling to Data Center Executives, Leveraging Partners/Solution Providers, Business Case and Proposal     5+ years of experience in the positioning and selling of Cloud, Mobility and data center solutions    o Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations     o Extensive experience negotiating large 7-figure deals with extremely complex terms, conditions, price pressures and considerations     o History of coordination within an internal set of multi-functional teams such as Systems Engineers, Inside Sales Reps, Field Marketing, Professional Services, and Partner/Channel and Overlay Specialists teams.     o BA/BS degree or higher is preferred     o Ability to travel 40 - 50% of the time Job ID R180612-4
Salary Range: NA
Minimum Qualification
15+ years

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