Sales Management, Hong Kong

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Job Description:

Business Summary

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today

Job Description

The Director of Hong Kong will lead, steer and scale VMware’s salesforce across the Hong Kong ensuring that sales, pre-sales, marketing, consulting and channel operations co-operate in facilitating effective coverage of business opportunities in the enterprise sales group. This role consequently represents a unique opportunity to play a major part in the success of VMware. We are therefore seeking a truly exceptional person who will be ‘at home’ building, leading and managing teams across the region. This group is experiencing hyper growth and needs a sales leader that has exhibited the ability to build and execute a plan to grow a business and a team.

The position will be responsible for building the sales plan for achieving a bookings quota target, managing the sales forecasting process, and coaching the team of business development and sales professionals to achieve (or, ideally, over-achieve) the target quota. This position will lead an overlay specialist team, so he or she will need to coordinate and work closely with VMware’s Core field teams, Partner organizations, Commercial sales team, and the business units in APJ to achieve success and manage interactions with our existing customers. Deep knowledge of the storage space, IT sales cycles, and VMware’s partner programs and ecosystem will all be critical for success in the role. This is a leadership role reporting to the MD and GM of Hong Kong Taiwan region.

You will be accountable for achieving VMware’s bookings targets for whole products solutions. The plan encompasses all routes to market for whole products solutions including VCF and all BSG(Broadcom Software Group) software.

You will 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 booking targets.

You will build a strong plan to create 3-5x pipeline across assigned market segments. Measure, track, and hold the teams accountable to the pipeline creation plan.

You will perform in an executive sponsor role for key accounts.

You will ensure market segment (vertical) enablement plans are developed for the sales teams. Engage vertical expertise where needed to grow the business.

You will act as a business partner with corporate functions including: Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources.

You will share leadership responsibility for the relationship between VMware and other Broadcom business units.

You will coach and manage multiple teams of sales specialist and channel personnel, including sales managers.

You will run a weekly forecasting process to provide visibility to VMware’s leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.

You will identify high propensity customers.

You will collaborate and build strong relationships with core Field and Partner Sales Leaders to ensure proper engagement with core teams and customers.

You will be responsible for operational excellence 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.

You will work closely with Inside Sales teams to ensure they are providing sufficient support and on-track to contribute to achieving bookings and pipeline goals.

You will be accountable for revenue and bookings as well as the overall margin of deals.

You will have the ability to evolve and develop the overall sales strategy and model for cloud services.

Required Skills

12+ years of sales experience in the IT industry, with Enterprise software and cloud.

10+ years of sales management experience.

We need someone who has experience in selling platform products, such as Virtualization, Operating Systems, SAN systems, Databases, Cloud services and other enterprise infrastructure.

We are looking for an individual who has experience in senior leadership roles in developing and managing new sales organizations.

Do you have experience in hiring, coaching, leading, developing sales managers?

Have you driven and managed an organization through a hyper growth phase?

Do you have a proven track record of working across multi-functions/multi-individuals to achieve desired results?

We need a highly trusted individual who maintains and expects high standards for self and team.

Do you have experience working with both value and volume/transactional business?

Are you a strategic thinker with a sales mentality, as well as analytical ability and a proven ability to execute strategy

Strong leadership and Customer Relationship skills.

Contract negotiation and deal forecasting experience

Preferred Skills:

We look for individuals who embody our values of humility, compassion, teamwork above isolationism, respectfulness, integrity, and good-natured fun.

Experience with new product introductions

BA/BS degree or higher

Broadcom is proud to be an equal opportunity employer. We will consider qualified applicants without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, citizenship, disability status, medical condition, pregnancy, protected veteran status or any other characteristic protected by federal, state, or local law. We will also consider qualified applicants with arrest and conviction records consistent with local law.

If you are located outside USA, please be sure to fill out a home address as this will be used for future correspondence.

R019531