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VMware Director, Platform Services AMER Fed & SLED - Opportunity for Working Remotely in Boston, Massachusetts

Why will you enjoy this new opportunity?

The Director of VMware Tanzu Labs - Platform Services in Public Sector is a strategic role in our Customer Experience organization. Your focus balances between big picture initiatives and customer-facing tactical priorities. You draw together industry and business insights into cohesive and flexible strategies that meet evolving customer expectations. Aligning with the VMware global services strategy while continuously improving and customizing solutions that solve for the success of our customers and partners purchasing our products and services.

As the leader of the Tanzu Labs Platform Public Sector you must hold your U.S. Federal clearance of Top Secret or higher and possess a deep understanding of the U.S. Federal space including the DoD, IC, FSI and Civilian communities, in addition to your expertise in SLED (State, Local and Education). You recruit, train and build teams of consulting experts who also hold U.S Federal clearances to deliver high quality solutions resulting in product licensing growth. You enable the sales channel both proactively (with polished service motions) and tactically (in support of strategic customer pursuits). You work with and influence internal teams and commit to customer success across the sales and delivery continuum. You thrive in a chaotic high-growth environment where change is constant and many hats must be worn. Put simply this job requires creative senior leaders with attention to detail, passion, polish and a proven ability to do new things aligned with high-growth, emerging market technology platforms.

As a leader of our radically collaborative teams, our Directors of Platform Services collaborate with customers who face foundational digital transformation challenges, and cut through ambiguity, to design, align, measure and prove the value of our impactful customized offerings and solutions assets. They have an appreciation for and understanding of cloud native technologies, agile, lean and user-centered design values, principles, and practices, along with how they can be applied in a world filled with legacy technologies and processes. Our Directors of Platform Services are excited by the mission of catalyzing enterprise transformation, and delivering the organizational value that technology can unlock.

Our Directors of Platform Services are dynamic and thoughtful business leaders with experience managing people, outcomes, cost, risk, and timelines. They thrive in a complex ecosystem, collecting, sharing, and synthesizing input from many directions and enabling our team to continuously deliver customer value. Tanzu Labs Platform Services Directors grow our talent while cultivating business success through humility, empathy, and bring a learning mindset to everything you do. They believe in doing the right thing and doing what works. They strive to construct diverse teams because we’ve learned those are the most successful. If you want to lead with a team of curious, brilliant, and kind technologists, come join us!

Our recent client engagements include:

  • In 14 days, we re-platformed a mission-critical app for tracking near-earth objects in space while enabling fast-track development of several tech applications for the USSF space software package. (

  • Enabling platform and DevOps collaboration between U.S. Space Force & U.S. Air Force

  • Built a platform, then taught the U.S. Air Force how to code and saved the Pentagon millions (

  • Helped save lives during the Afghan evacuation enabled with the help of our highly-scalable platform running applications developed jointly with the USAF --- more than 21,000 people were evacuated in what was the largest single day airlift in history and 122,300 people evacuated overall (

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

  • 1st Day: You've had a great first day, met your manager, the Senior Director of Platform Services Americas, as well as a few of your leadership peers who’ve welcomed you to the company and answered any burning questions you have. You also have a nice new computer setup and have been introduced to your team!

  • 1st Week: You have a good sense of our Labs practices and shadowed some sessions to see it work in practice. You have learned about our clients, tools, techniques, and your role within VMware. You’re more integrated into the wider Leadership team and understand how you’re a critical part of that.

  • 1st Month: You’ve begun traveling as needed to VMware and customer sites, both within the U.S. and globally to U.S. and Allied bases and facilities including SCIFs, integrating yourself with our various delivery, client and internal teams including the VMware Sales and SE org, Partners, Engineering and Customer Experience teams to identify, align, develop and launch new market offerings.

  • 1st Quarter: You’ve made amazing connections both within VMware and with our customers. You are continually improving service offerings and supportive collateral for next generation Cloud Native Platform Services including implementation, integration and operations. You have begun to sustainably help cultivate our talent! You feel more comfortable helping direct reports build a brilliant career path while mastering the consultative environment in which we operate. You’ve focused on the quality of the delivery of platform services for effective resource management, including team scheduling, supply/demand planning and related activities to assure healthy utilization. You are driving the budgeting and forecasting process and closely monitor key CS metrics and trends. You are capable of adapting your style to the needs of your team. You will keep your team productive and be a great communicator to executives. You have paired with your direct reports to create goals aligned to their career and development interests. While working with your management to do the same for your own career. You have the support and resources at hand to go on that journey.

  • 1st Year: You’ve succeeded in growing and expanding an organization that enables customers to ship a lot of valuable software on our Tanzu Platforms such that our product subscription and ARR growth has been outstanding and sustainable! You've improved the skills and abilities of your clients, their organization and their teams so they can keep building great products themselves using Tanzu products! You’ve become an active member of our diverse leadership community who has made deep connections with our VMware Field, Tanzu Labs, Partners, Engineering and Customer Experience teams enabling us to work closely and stay well-aligned to deliver on our mission for our talented people and customers!

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

Your daily life at Tanzu Labs will have you doing many or all of the following:

  • Helping your team understand the underlying strategy and tactics as you collaborate on solution execution

  • Enable sales and field organizations with easily understood sales motions that bundle customer success offerings with product license subscriptions

  • You pitch complex services deals, validating the team’s work on scope, proposals and negotiating terms

  • Maintain your own Top Secret or above U.S. Federal clearance, while directing the recruitment, hiring, coaching, counseling and motivating of new, federally-cleared, consulting professionals to foster a strong technology community, deep skills development and overall practice maturity

  • You travel to VMware and customer sites, both within the U.S. and globally to U.S and Allied bases and facilities including SCIFs, overseeing services delivery and rolling-up your sleeves where needed to assure positive service results

  • Participating in weekly sales forecast calls and partner with regional sales leaders to ensure alignment of services strategy

  • Acting as an executive sponsor for strategic customers on a transformative journey with VMware technologies

  • You envision, organize and execute product-centric IP initiatives that strengthen value propositions and streamline service delivery

  • Enabling the customer and partner channel with IP (ex. Reference Architecture and planning templates) to accelerate product success, while growing skills in-market

  • Maintaining an ongoing deep technical understanding of VMware technologies and PaaS, IaaS and Cloud concepts

  • Managing a large number of competing priorities in a federated, fast-moving work environment

  • Contributing to internally-focused corporate priorities while maintaining customer focus

  • Establishing a culture in which our teams can operate with a high degree of autonomy and self-organization

  • Responding quickly and effectively to unanticipated events while effectively managing our people and our business through your knowledge and experience by making great decisions with guidance and support from your leadership team

  • Advocate and drive consistency throughout for modern best practices like Lean and Agile that make digital transformation a reality while creating outcomes that are meaningful

  • Ensure that we successfully deliver on the promise and health of our business by driving customer satisfaction, tracking financial performance, updating senior leadership on status and helping our people maintain proper work/life balance

  • Guide the professional development of our Managers, Solutions Leaders, Architects, Engineers and Product Managers by cultivating and maintaining an approachable and kind presence that our managers and individual contributors can trust and rely upon to collaboratively guide them.

  • You collaboratively coach, mentor, and develop your managers and leadership direct reports by providing feedback, a safe space for 1:1 connection, performance evaluation and compensation reviews

  • Improve and build the pipeline for the continuous recruitment, retention, training and development of our people to ensure we are thinking generationally about our mission while maintaining continuity for our business to succeed over the long term

  • You keep our people excited and engaged about our mission and their role in making it happen by providing a confident vision for the future that inspires and empowers them to deliver it!

**[ U.S. Federal Position]**

This position requires a pre-existing Top Secret or TS/SCI Security Clearance.

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

This position will support client work across a variety of Department of Defense (DoD), Intelligence Community (IC), Federal Systems Integrators (FSI) and Civilian agency programs and customers.

What is the leadership like for this role? What is the structure and culture of the team like?

We believe in collaborative, autonomous teams dedicated to achieving our customer’s goals. Our leadership strives to create a healthy environment for you to do your best work, and will empower you to work directly with your team and clients to deliver on the strategy.

We are big thinkers who generate a lot of ideas, treat each other with kindness, collaborate on initiatives that matter, and maintain a safe space for all. We support one another by whatever means necessary, and trust each other to get the job done right, in a way that accommodates a flexible schedule to balance work and life.

Your manager will be an experienced Product Manager or Solutions Architect. They will support your growth through training, mentorship, and stretch opportunities. You should expect regular, bi-weekly 1:1 meetings with your manager where they are focused on career planning and project support.

We are passionate about building valuable platforms and platform teams set up for long term success. We strive to leave every client team better than we found it and love collaborating along the exciting journey. We have a bias towards action and love to test ideas so we can learn and improve. We have learned that being empathetic, inclusive, and kind empowers people to achieve greatness. We look forward to welcoming team members, and work hard to make sure the onboarding process is smooth.

Where is this role located?

Like many companies, the COVID pandemic changed how we work. We are fortunate to be capable of running a strong business in a 100% remote working environment.

However, we believe that the fastest way to build authentic relationships is in person. Our role as consultants requires us to work well with new teammates on many types of engagements. We navigate large customer organizations, facilitate team building and work towards shared goals. We’ve found that we can do this remotely when we have to, but it is faster when we are co-located. Kicking off customer engagements in-person also fosters happier and more productive remote days. Once the pandemic is behind us, we expect more in-person collaboration at one of our offices or at the customer's site (25-50%).

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 .

  • Employee Stock Purchase Plan

  • Medical Coverage, Retirement, and Parental Leave Plans for All Family Types

  • Generous Time Off Programs

  • 40 hours of paid time to volunteer in your community

  • Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities

  • Financial contributions to your ongoing development (conference participation, training, course work, etc.)

  • Wellness reimbursement and online fitness and wellbeing classes

EPIC2 values

VMware culture is based on a set of shared values best expressed through the acronym EPIC2: execution, passion, integrity, customers, and community. These values imbue everything that we do, from our products and services to our community work through the VMware Foundation.

It’s not unusual for a company to develop a set of core values. Where VMware stands out—and a major reason the company’s strong corporate culture has been recognized—is that the company’s values are a living, dynamic part of the workplace.

VMware was named in Forbes as one of America’s Best Employers for Women ( , coming at number 3 in the IT category and number 57 overall (out of 300!).

This job may require the candidate to comply with travel restrictions and/or work from a facility that requires full vaccination prior to entry. Further, depending on various factors, including legal challenges to the Executive Order on Ensuring Adequate COVID Safety Protocols for Federal Contractors, VMware may require employees to be fully vaccinated effective January 18, 2022.

Category : Sales

Subcategory: Services Sales

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2022-01-06

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at

Equal Employment Opportunity Statement: 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.