Senior Manager, Global Account Business Operations

The Elevator Pitch: Why will you enjoy this new opportunity?

The VMware Global Account Program is responsible to serve approximately 100 of VMware’s largest customers. These premier accounts are managed by a team of experienced Global Account Managers (GAM) with the objective to establish a significant VMWare footprint in the largest and most influential corporations worldwide. Our selling is focused on our customers primary business initiatives and connecting our value to our customers business value. Our Value Selling strategy is the investment of time, talent and technology from VMWare and our partners to invent (transform) our customers business for their benefit. This strategic objective is being accomplished using a highly focused and experienced account management, marketing, and engineering teams, as well as substantial executive level engagement.

The Sr. Manager, Global Account Sales Operations role plays a critical role in supporting the VP of Global accounts based in the Americas geography to successfully navigate and deliver results and bookings growth across their global accounts portfolio. This high impact operational leadership role will be responsible for driving key strategic and operational go to market initiatives to improve sales effectiveness and efficiency in delivery of business priorities. You will be a key member of the Americas Global Accounts leadership team working in close collaboration with Strategy, Sales and Program leaders in addition to Geo and product / solution specialist Leads.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

• Sets the global account strategy that drives new VMware revenue through the ownership and implementation of an actionable, business-outcome based account plan
• Maintains high touch and trusted advisor status with the field sales teams and wider GEO business partners
• Maintains operational command of the business through forecast accuracy and insights
• Act as an inspired leader for a large extended team of virtual resources to ensure consistent and effective team engagement and ensuring optimal usage of resources
• Identify key business insights and action plans to address and mitigate challenges or leverage opportunities

Success Factors

Your prior experience in these areas should accelerate your success in this role.

• Significant experience in Sales Operations role acting as a business partner to sales leadership
• Bachelor’s degree or equivalent in Business, Finance, IT, MBA preferred
• Strong influencing skills and ability to work effectively cross-functionally
• Demonstrated ability to develop scalable analytical frameworks to solve complex business issues
• Execution & results oriented
• Strong business and financial acumen
• Excellent analytical skills to guide compilation of large amounts of data into an understandable format for decision-making
• Experience using CRM, BI, AI and other platforms and advanced analytical tools to scale and standardize
• Enjoys being challenged and stretched and is focused on continuous professional development and career progression

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• End to End ownership and execution of annual planning process for the Americas Global Accounts business, including business, coverage & capacity modeling and planning, target setting from top level to account / territory level (including cohort, product etc.), contribute to compensation design principals, ensuring goal sheets are distributed and accepted on a timely basis.
• Work in close collaboration with Global Sales & Strategy leadership through evaluation of investment priorities, roll out of new programs and initiatives, monitor return on investment while ensuring successful execution.
• Develop and support key metrics to proactively monitor Global Accounts sales process performance ensuring alignment to sort term and long-term priorities. Implement consistent metrics to manage, monitor and communicate insights to sales leadership. Support SVP in turning insights into actionable plans to accelerate or course correct as appropriate.
• Drive consistent and globally aligned processes to standardize and stabilize opportunity management, pipeline & forecasting methodology, performance reviews & QRB’s leveraging SFDC as single source of truth. Ensure methodology and review cadence are aligned; interlock on deal pipeline, value ranges, status etc. with Geo teams.
• Support comprehensive and robust Account Planning process across the Americas Global Accounts portfolio.
• Evolve the operational capabilities of the function to keep pace with the complexity of the global accounts portfolio, evolving SAAS business models and industry verticals.
• Drive utmost efficiency & consistency in operational practices for global accounts portfolio while ensuring alignment with the Americas Geo operations team.
• Align and collaborate with key stakeholders and business partners across multiple internal and external functions and organisations, including but not limited to Integrated business planning, COE’s, Global Field Incentives, Sales Finance, WW Sales Operations, Geo Sales Operations, GSAT, Dell Technologies Select Operations.

What are the benefits and perks of working at VMware?

You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com

• Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
• Generous Time Off Programs
• 40 hours of paid time to volunteer in your community
• Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities
• Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
• Wellness reimbursement and online fitness and wellbeing classes

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

Category : Sales
Subcategory: Licensing Support
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2023-02-21

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.