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VMware Global Lead – Accenture VMware Business Group Director - Opportunity for Working Remotely in Boston, Massachusetts

Global Lead – Accenture VMware Business Group Director

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 of 20,000+ people 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.

The Accenture VMware Business Group is a newly created venture between VMware and Accenture to accelerate digital transformation for our largest common clients, covering the domains of Hybrid Cloud and Migrations, Application Modernization, and Cybersecurity. This venture is one the most critical transformational partnerships in VMware, sharing the mission of our Strategic Corporate Alliances organization to make, and take, new markets. We achieve this by fully leveraging the innovation, talent, and scale of our respective organizations to best serve and accelerate our client digital transformation agendas.

Job Role and Responsibility:

The Global Lead – Accenture VMware Business Group role is a cross discipline expert, a people manager, and a business leader. This leader will have responsibility for the overall Accenture VMware Business Group strategy & management including the ongoing execution of the Accenture VMware Business Group plan, practice development and GTM execution, Lighthouse client projects, and overall goal obtainment and revenue growth.

The Global Lead – Accenture VMware Business Group will serve as the executive contact across Accenture on behalf of VMware. They must maintain a peer-level relationship and trusted advisor status at the C-suite in Accenture, both with the Accenture client facing leadership and the critical practice domain leaders.

The Global Lead – Accenture VMware Business Group will be directly supported by a core staff of sales, business development, and practice development professionals, in addition to several matrix sales and support specialists. They are responsible for managing the entire ecosystem required to support the Accenture VMware Business Group and they lead the extended resources supporting the Accenture VMware Business Group.

  • Responsible for the master strategy for the Accenture VMware Business Group and ensures the strategy is executed

  • Maintains high touch and trusted advisor status with the Accenture VMware Business Group establishing trust, up to the Board/C-Suite

  • Oversees and implements the business plan for the Accenture VMware Business Group

  • Leads the teams responsible for practice development and technical integration and commercial agreements for assessment and delivery toolchain integrations.

  • Leads the teams responsible for sales and Lighthouse client project and programs including managing bid budget, developing bids and proposals, and contract negotiations.

  • Leads the teams responsible for 3-way collaboration between the major Hyperscaler Cloud Providers, VMware, and Accenture to grow pipeline, and transition pipeline into managed opportunities for Lighthouse client projects.

  • Oversees and implements business case & value selling strategies to enter new practice domains and markets where required, up to the Board/C-Suite.

  • Be Operationally Excellent in the day-to-day running of the business including (but not limited to) pipeline development, opportunity management, performance management, collaboration, teamwork, and best practice sharing.

  • Team leader providing professional leadership and coordination for the team

  • Build or expand the team if needed, by recruiting and developing a diverse, world class team

Required Skills :

  • At least 7 years of experience working for, or with, Accenture in the application or cloud domains with a strong network in place.

  • At least 15 years of experience in technology sales including global sales and solution selling experience with a bachelor’s degree; at least 12 years of experience with a Master’s degree; and 5 years managerial experience or equivalent years of experience.

  • Experience working with Board and C-Suite level executives at Fortune 500 companies and in building necessary business relationships throughout the customer or partner organization

  • Proven sales leadership in a global cloud services or software organization with significant matrixed sales management responsibility.

  • Experience of driving, shaping and executing large, global deals and/or partnerships.

  • Specific evidence of having built or substantially increased revenues and product mix.

  • Technical wherewithal to lead sales of existing and emerging leading-edge technologies.

  • Experience of commercial and contractual negotiations with a complex set of customers with international reach.

  • Will have built and developed an exceptional team.

  • Ability to influence and collaborate in a highly matrixed global organization whilst taking ownership for clear and far reaching decisions.

  • Demonstrated track record of proven success within past sales roles

  • Proven experience managing in a matrix work environment

  • Travel up to 50% of the time

Preferred Skills:

Our team looks for candidates who embody our ‘EPIC2’ values - Execution, Passion, Integrity, Customers and Community. Team members who are logically curious, interpersonal, customer focused and able to find the humor in situations tend to thrive at VMware.

  • Established and referenceable relationships with key contacts at C-Suite and/or board level within designated account

  • International Sales and Partner experience highly preferred

  • Familiar with Target Account Selling or another established sales methodology

  • Highly trusted individual who maintains and expects high standards for self and team

  • Self-starter with a high level of commitment and energy

This job opportunity is not eligible for employment-based immigration sponsorship by VMware.

Category : Sales

Subcategory: Alliance Management

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2021-03-25

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 http://careers.vmware.com.

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.

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