Federal Services Sales and Government, Education and Healthcare Services Strategy Director
VMware, Inc. | Reston, VA
BusinessSummary The Federal Services Sales and Government, Education and Healthcare (GEH) Services St...
BusinessSummary The Federal Services Sales and Government, Education and Healthcare (GEH) Services Strategy Director will take a prominent role in crafting our common services strategy and lead our Federal Services Sales vertical. You will lead a Sales team that spans all agencies and branches of the US Federal Government and strive to become an advisor, collaborating with Services Sales leaders. You will build internal partnerships and services solutions to meet the challenges of a more demanding, consumer oriented citizen in a rapidly changing economic, legislative, and policy driven environment. JobRoleandResponsibility. You will be responsible for meeting or exceeding the professional services sales quotas while providing mentorship and coordination across our SLED, Federal and Healthcare industry verticals. This role integrates Federal services sales and GEH services sales play development and leadership while leading the Federal sales cycle for all deals in the territory. AdditionalResponsibilities. You will drive sales opportunity prospecting and creation, pipeline management, answering industry, company and technical questions, negotiating terms and prices, and closing deals. role is distinguished by additional specialized knowledge in breadth and/or depth, as well as record of success running sales teams. * Meet/exceed Federal team sales and revenue quotas * Recruit, lead, and mentor a team of Federal Client Solutions Executives (CSE's) * Analyze and report (revenue and opportunity forecast, pipeline, opportunity status, challenges, and needs) accurately and in a timely manner for your team. * Work with Federal services partners and VMware's channel team to maintain a productive and dedicated partner community * Strategically drive new business in selected Federal accounts in close alignment with the account teams and lead assigned services sales and revenue targets. * Use specialty expertise to penetrate the segment and evangelize VMware solutions to customers on a partnership basis, or act as a dedicated resource to other strategic accounts. * Target and cultivate a professional and consultative relationship with the customer, at the executive level, purchasing and practitioner/IT level, by developing a core understanding of the business needs of the customer within their industry. * Take a leadership role and accountability in working with cross-functional teams to develop winning proposals and submissions (RFQs, RFIs, RFPs). * Track Federal potential sales pursuits, negotiate terms/pricing/contracts and advance them to close. * Build, track and lead GEH services sales plays for effectiveness, vertical sales penetration, product adoption, competitiveness, and pipeline growth * Collaborate with engineering team(s), Solutions Architects, Solution and Professional Engineering to conceive, develop and bring to market new GEH solutions and services. RequiredSkills * 8-10+ years of consulting and sales management or integration professional in the technology space, with focused experience selling and leading sales team in Federal accounts. * Confirmed knowledge in solution development and sales play development. * Comprehensive knowledge of Federal budget cycles, procurement processes, and contract vehicles * Experience in leading a sales team, to include evangelizing a disruptive technology, prospecting, pipeline development, replacing an incumbent/competitor, and protecting the installed base. * Ability to position solutions value within context of industry specific regulations and needs. * Demonstrated experience in closing large, services opportunities * Demonstrated skill set and track record in relationship-building and influence skills across a broad constituency ranging from internal organizations to C-Suite and the end user. * Excellent written, verbal and formal presentation skills to client audiences ranging from technical implementers through CTO/CIO levels. * Ability to travel up to 30% of the time PreferredSkills * BS in Computer Science or other technical field highly desired; related experience considered in lieu of formal technical training. * US Government Clearance EqualEmploymentOpportunityStatement 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.SDL2017