The Service Provider Business Development Lead is responsible for coordinating and executing a joint sales strategy and sales approach between VMware's Service Provider and Edge Business Unit and VMware's internal sales and services teams as well as vmware's partners.

The role responsibility is global but primary focus is on the North American region. The Embedded Service Provider Specialist is responsible for ensuring that NFV opportunities within our Tier 2 and Tier 3 Service Provider accounts are developed, agreements executed and deployments initiated in a coordinated and systematic manner across the extended team.

Responsibilities:

The Service Provider Business Development Lead will provide overlay NFV sales and business strategy support and NFV business domain expertise to the North American and other global VMWare sales teams.

Key areas of contribution will include:

• Strategy - market research and sales strategy analysis for NFV in target markets. Maintenance of joint business scorecards across the Service Provider team and field sales teams. Assist field sales teams to develop any longer-range joint NFV initiatives or ventures that require mutual investment from VMware and key customers.
• Exec relations - support field Service Provider sales management to maintain senior relationships in key accounts.
• Industry Evangelism - speaking at regional trade events, working with marketing on community development events, regional analyst relations, blogging, etc.
• Field Enablement - development / delivery of value positioning, collateral and sales readiness training necessary to support field BDs to effectively sell into the target accounts. Coordinating the cadence of field enablement sessions.
• Tracking and Report - at a global level, working with each region on pipeline curation, forecast accuracy and dashboard reporting.

Experience Required:

• 10-15 years of experience in business development and business strategy consulting in the Service Provider space
• Confirmed experience selling complex technical solutions into service providers
• Experience coordinating matrixed v-teams of field professionals (sales executives, field SE's, Inside Sales, Field Marketing, Services, etc. ) in strategic planning and large account selling
• Consistent track record of successful business development in a highly competitive environment
• Consistent record of post-sales engagement management, driving from sale to the initiation of deployed solutions
• Education/Experience:
• Undergraduate technical degree or equivalent experience
• MBA desirable

Travel:

• Estimated travel of between 30% to 50%

This job requisition is not eligible for employment-based immigration sponsored by VMware.

Category : Sales
Subcategory: Business Development
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-07-15
Global Accounts: VMware's Global Account team plays a vital role in our company's success. We serve more than 100 of VMware's largest customers, who contribute more than $1 billion a year in new product and services revenue. We're obsessed with our customers' success, and we're laser-focused on finding new ways to help them overcome challenges, generate greater revenue, and exceed their business goals. Our key strategy is called Co-Innovation, where we work with customers to apply the right talent and technology from VMware and our partners to transform the customer's business for their benefit. Are you ready to help us grow VMware's presence among our premier customers? As part of our team, you'll gain the skills, knowledge, experience, and confidence to boldly drive new business solutions for some of the world's largest and most influential companies.

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.

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