VMware Director, Worldwide Sales Process – Lead to Quote - Opportunity for Working Remotely in Boston, Massachusetts
Purpose of Role
Reporting to the Senior Director of Worldwide Sales Process and Transformation Programs, the Director, Worldwide Sales Process will have overall responsibility for Lead to Quote process design to improve sales effectiveness, as well as drive the execution of Unified lead to Quote Program. This role will operate in close partnership Sales, Finance and CDTO teams, with the objective to Optimize VMware SAAS transformation in the Lead to Quote sales motion inclusive of expansion and renewals.
This key role participates in VMware’s overall transformation to SaaS & consumption, implementing the required Sales Process changes, and collaborating with the different Sales and Sales Effectiveness teams to enable sustainable and scalable sales processes and initiatives.
Priorities & Responsibilities
Serve as Business lead on Unified Lead to Quote Program as part of overall responsibility to transform and optimize Lead to Quote sales process.
Ensure process design is simple and capabilities are scalable to support sales process transformation taking into consideration VMware evolution to SaaS and new GTM models.
Partner with VMware Operations and Finance teams on business process evolution which includes consideration of requirements from multiple inter-related transformation programs running concurrently (e.g., SSC, Unified Data, GTM Transformation plays etc.)
Seamless alignment and integration with processes and teams upstream of Opportunity, specifically demand generation activities owned by Marketing, Partner and GTM Play Transformation office.
Optimized process that support data sharing / handovers between teams downstream of Land sales motion to ensure seamless customer onboarding, consumption, expansion, and renewal.
Support Digital selling (no touch) activities like Trial / buy solution conversions.
Drive and measure adoption of sales processes in collaboration with the Sales Effectiveness teams in the Geos
Ensure Lead to Quote processes, business outcomes and metrics are embedded in company strategic initiatives as appropriate
Decision maker on Lead to Quote roadmap prioritization, balancing business priorities with capacity and release scheduling in strong collaboration with Geo Sales effectiveness teams and CDTO
Drive continuous process innovation and optimization that contribute to MultiCloud SaaS Acceleration Program execution.
Measure of success
Sales Satisfaction (UI, UX, Sales team collaboration improvements)
Migration of all sellers to single CRM instance
Transformation of our Sales process to be SaaS relevant
Implement KPI’s and Metrics that appropriately measure process performance overtime
Skills and experience required
7-12 years’ experience in SaaS or software industry, and some in Sales acceleration
Experience in Salesforce-based development, project management, or consulting, BI, or strategy roles (Salesforce.com Certification significant advantage)
Strong Sales acumen
Ability to lead transformation
Ability to work in a matrix environment and to manage by influence
Excellent presentation and communication skills
Well organized and analytical skills
Experience developing and delivering solutions to real customer problems, preferably with an emphasis on Sales, Customer Service, Operations, and/or Marketing
Ideal candidate will have experience transforming from complex highly customized technical architecture and legacy systems to modern, configurable, and scalable capabilities
Category : Business Strategy and Operations
Subcategory: Business Process
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-10-07
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