Your next adventure at VMware is only a click away!

At VMware, we are committed to helping our people grow professionally. Our talented employees exemplify our shared values and continue to drive our company to new heights. If you see a position that might be right for you, we encourage you to apply and continue to be a part of our EPIC2 community.

What We Do

We believe that software has the power to unlock new possibilities. Our cloud, application, digital workplace, networking, and security offerings form an essential, ubiquitous digital foundation that powers the applications, services and experiences transforming the world.

The Role

VMware is seeking a Senior Leader to work in its Global Field Commerce Team. The team is responsible for shaping some of the largest and most complex deals in the industry ensuring customer success in their digital application and cloud transformation journey.

This role will join a small focused executive team providing customer insight and guidance to CXO conversations that are both credible and creative based on real-life Industry (strategy, transformation, and operations) experience. The key deliverable is to increase the success and value of deals, develop a partnership between VMware and the customer focusing on business value, and build strategic relationships at the CXO level. In addition, the role is expected to help create, shape, and evolve a value driven and commercial approach to elevate the conversations and position VMware as a trusted strategic partner.

The Field Commerce Executive Team is pivotal in combining business strategies with complex commercial and technical constructs bringing value to the customer and VMware. The Field Commerce Executive will collaborate with the Account team coaching and guiding them from a customer perspective, engaging at the customer CXO level as required, presenting to boards where appropriate to help organizations understand the value and business benefit VMware brings.

The successful candidate must demonstrate experience in delivering major transformations in IT Operations, Outsourcing, Offshoring and Commercial modelling.

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

The person would demonstrate a deep understanding of the commercial negotiations and IT transformations. The candidate would also have relationships with leaders in different organizations and must demonstrate experience in delivering major transformation programs potentially inclusive of Operations, Outsourcing, Offshoring and developing new commercial models.

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

• Ensure an increase in value for delivery of complex deals by ensuring key CXO stakeholders are fully engaged and aware of the value of VMware.
• Support pipeline creation for major deals ($5M - $10m+) ensuring current and future targets are exceeded.
• Shape and build a Commercial team with the other FCE (Field Commerce execs) to ensure the capability scales and will deliver significant value.
• Create commercial structures focused on customer needs to enable strong growth supporting customer value in all deals.
• Support senior enterprise sales leads offering the customer perspective providing constructive feedback to help develop capability and understanding.
• Create and manage a programmatic capability including all relevant artefacts to help scale this capability.
• Establish and embed customer business case templates to assist in the execution and promotion of complex deals

Experience

• Sales or Commercial Executive with a background that can operate at CXO level.
• Led large scale transformational programs, launched new business platforms and driven cost reduction initiatives in major organizations.
• Strong commercial acumen capable of creating, developing, and challenging transformational business cases.

Core Competencies

• Leader and highly motivated who takes initiative and drives through strategy to execution.
• Highly trusted individual with industry reputation who maintains and expects high standards for self and team.
• Solid business acumen which appropriately balances creativity, entrepreneurship and risk taking.
• Confident communicator, both written and oral (multi-lingual is a plus – English, French, etc.)
• Strong control mechanisms combined with open communication style to ensure issues are highlighted, communicated, and resolved quickly.
• Able to work collaboratively and productively across multiple internal and external teams to lead, influence, and shape strategy to deliver outcomes.

Where is this role located?

Flexible: The role is considered flexible and will be a mix of working from the NYC VMware office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable commute of the office.

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

#LI-TJAECKLE

#LIRemote

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

For US based candidates, the annual pay range (OTE for commissioned roles; Salary for other roles) for this position is: $339,000 - $610,000. The actual offer will be based on the role, location, and individual candidate experience. Bonus, commission, and/or equity may be eligible for this position. VMware offers comprehensive benefits including, but not limited to: medical, dental, and vision plans, company paid holidays, paid sick leave, and vacation time. Additional benefits for this position can be found at https://benefits.vmware.com/. Your talent advisor can share more about the specific salary range for your preferred location during the hiring process.

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

Category : Sales
Subcategory: Business Development
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2023-04-19

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.

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.