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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 ( 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

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.