Customer Solutions Director-California

Posting Title Customer Solutions Director-California About Us VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. We enable people and organizations by radically simplifying IT through software virtualization with a focus on three core missions: End-User Computing (EUC), Hybrid Cloud and Software-Defined Data Center (SDDC). Join our community - instigators of innovation and transformers of technology - as we envision and create what's next in IT. Get connected to an engine of opportunity fueled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT. With 13,000+ employees and 50+ locations worldwide, we are passionately driven to make an impact while contributing back to the community. Learn more at vmware.com/careers today! Job Description Overview of the Role

The Customer Solutions Director (CSD) is a senior-level consultative sales leader. The CSD supports one of VMware's sales regions/segments and reports to the Vice President responsible for the region/segment. The CSD works closely with account teams that sell to large, strategic customers. The primary responsibility of the CSD is to help increase VMware's penetration at strategic customers through Enterprise License Agreements (ELAs) that deliver true business solutions. These solutions go beyond the sale of our core vSphere product and provide a mix of products and services that address well-defined business needs.

The CSD engages with Directors, VPs, and C-level executives, both internally and externally. The CSD provides perspectives and guidance on long-term business/technology strategy, as well as helps counsel business leaders on potential technology investments. He or she should be able to build trust-based relationships that provide an opportunity to advise customers on business innovation that we can help enable through our technology.

The CSD is a strategic role for our VMware's sales teams. The role combines the competencies of strategy consulting, deal structuring, and project management.

Core focus areas and responsibilities

Internal change agent: The CSD's primary focus area is to drive change in the key sales motions to the field. He or she will do this in close collaboration with our Americas Enablement Team. Key selling motion initiatives:
Move from point product selling to solution selling
Move from demand acceleration for vSphere to demand creation for VMware solutions
Move from a position of selling as the incumbent to selling in the face of competition
Move from selling to an Infrastructure Director to selling to line of business leaders, as well as VP-level and C-level leaders

Drive best practices in selling Enterprise License Agreements (ELAs): ELAs are strategic deals for us that involve 3+ year commitments from us to our customers. These are highly structure legal agreements. The CSD will play a significant role in helping to enable our field on ELA selling best practices:
Drive sales teams to understand the ELA process is complex (not transactional) and success requires following a well-defined sales motion
Drive early engagement and strategic selling around renewal ELAs
Act as a bridge between the Field, Deal Desk, Finance, and Legal to help facilitate faster and simpler deal structuring
Work directly with Field selling teams on major opportunities to facilitate deal structuring and effectively negotiate deal closure

Account planning and go-to-market planning: The CSD will help facilitate the process of getting account plans and a clear go-to-market plan in place within his or her sales region:
Drive account planning process with sales teams and define repeatable account planning methods with Field and Partner representatives
Drive collaboration across functions in account planning to enable greater solution selling (including identifying new product opportunities)
Engage with the Accelerate Advisory Services Team to develop transformational strategies for our customers
Develop the business case for ELA opportunities with sales teams
Conduct executive presentations

Drive selling behaviors to key metrics: At the end of the day, we are trying to build a culture of sales excellence. This requires that we inspect what we expect. The CSD's job is to help make this happen:
Set targets for and manage to higher levels of Services and Solutions attach (beyond vSphere)
Expand ELA contract value and minimize unnecessary discounting
Increase ELA deal volume while driving higher process efficiency

Experience and background required

Bachelor's degree required; MBA desired
12+ years sales experience within High Tech and/or consulting
Record of building strong customer relationships
Experience developing and growing C-level relationships
Deep understanding of the financial and technical challenges faced with running modern day IT operations at large corporations
Consultative selling skills (question based selling, positioning services)
Ability to communicate complex topics to an audience with various functional knowledge
Financial and business writing skills (white papers, proposals, competitive responses)
Financial acumen (financial accounting, ROI, TCO, budget planning)
Presentation skills including public speaking, meeting facilitation, and white boarding
Project management experience
Strong understanding of VMware technology, alternative solutions, and the benefits that can be realized through the application of VMware solutions to customer environments

Compensation and benefits

At VMware, your On Target Earnings are real, not virtual. We offer a competitive base salary plus a monthly commission. The CSD's commission plan is tied directly to your region/segment's Enterprise License Agreement quota attainment. At VMware's rate of growth, many of our teams surpass quota and enjoy the benefits of a plan that includes commission accelerators.

Our sales leaders are provided top-of-the-line technology (laptops, devices, and other enablement tools). We offer quick and comprehensive expense reporting and reimbursement. We provide company-sponsored medical, dental, and vision coverage; stock options; 401(K) plans; an employee stock purchase program (ESPP); and vacation time plus holidays for all new employees. Location Palo Alto, CA, US Requisition Number 44370BR EEO Statement VMware is an equal opportunity employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Equal opportunity and consideration are afforded to all qualified applicants and employees in personnel actions, which include: recruiting and hiring, selection for training, promotion, rates of pay or other compensation, transfer, discipline, demotion, layoff or termination. VMware does not unlawfully discriminate on the basis of race, color, religion, sexual orientation, marital status, pregnancy, gender identity, gender expression, family medical history or genetic information, citizenship, national origin or ancestry, sex, age, physical or mental disability, medical condition, veteran status, military status, or any other basis protected by federal, state or local law, ordinance or regulation. VMware also makes reasonable accommodations for disabled employees consistent with applicable law. Further, it is the policy of VMware to maintain a working environment free of all forms of harassment. Note To Applicant: Please disable your pop-up blocker prior to clicking Apply