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VMware Director Inside Sales, VMware Carbon Black in Waltham, Massachusetts

VMware Carbon Black is hiring a Director, Inside Sales to be based in Waltham, MA. As Inside Sales Director, you’ll play a key role in our company’s growth strategy. Reporting to the VP Global Inside Sales, you will be responsible for coaching and leading the development and growth of several of our Inside Sales Teams. In this role, successful candidates will leverage their sales and sales management expertise to optimize all facets of Carbon Black’s inside sales process, and lead their teams to forecast and deliver predictable revenue for the company.

As a people manager, you will be required to support your team through mentorship, sales coaching and training, weekly 1:1 meetings, and career development discussions. Experience with innovative lead development and lead generation programs, analysis and reporting, organizational planning, sales process optimization, and sales program implementation are critical for this position.

What You'll Do

  • Provide overall leadership and management of our Inside Sales Managers and Representatives

  • Recruit, train, develop, motivate and lead the Inside Sales team in pursuit of bookings goals

  • Measure, inspect and deliver on KPIs

  • Provide an accurate assessment of pipeline and opportunity management; accurately forecast weekly/monthly/quarterly bookings

  • Ensure delivery of monthly, quarterly and annual sales goals

  • Identify, continuously improve, and integrate all sales processes and policies, as well as sales model optimization

  • Partner closely with Marketing and Channel teams to develop lead generation for net new and add-on sales

  • Lead cross-functional initiatives in support of sales process improvement and enablement

  • Oversee resource planning, reporting, territories, incentives and communications for assigned region

What You’ll Bring

  • Track record of success as an Inside Sales leader exceeding revenue goals at a high growth company

  • Current or previous management experience, experience managing Managers preferred

  • Excellent analytical and business intelligence skills

  • Expertise with Salesforce and other sales enablement tools and technologies

  • Demonstrated ability to translate data and metrics into actionable business insights

  • Excellent verbal, written, and presentation skills and business acumen

  • Career champion, with proven experience in coaching and developing reps and managers

  • Proven success in creating and implementing sales programs and tools that motivate teams

  • Proven ability to manage through change

  • Goal-oriented, passionate, high-energy professional

  • Experience selling software required – high-growth SAAS experience and/or Cyber Security experience a plus

  • 10+ years combined sales and sales management experience

  • BA/BS or equivalent combination of education and experience

Who We Are

VMWare Carbon Black is the leading provider of next-generation endpoint security. VMWare Carbon Black’s Next-Generation Antivirus (NGAV) solution, Cb Defense, leverages breakthrough prevention technology, “Streaming Prevention,” to instantly see and stop cyberattacks before they execute. Cb Defense uniquely combines breakthrough prevention with market-leading detection and response into a single, lightweight agent delivered through the cloud. With more than 13 million endpoints under management, VMWare Carbon Black has more than 3,600 customers, including 30 of the Fortune 100. These customers use VMWare Carbon Black to replace legacy antivirus, lock down critical systems, hunt threats, and protect their endpoints from the most advanced cyberattacks, including non-malware attacks.

VMWare Carbon Black, Inc. is an EEO/AA employer. VMware Carbon Black is an inclusive employer that believes in workplace equality, supports diversity, creates a welcoming environment, and respects the unique qualities each individual brings to the company.

Category : Sales

Subcategory: Inside Sales

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2021-01-15

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.