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

The Sr. Manager, Globals & Telco Business Operations – Service Provider/Telco Vertical role plays a critical role enabling a global sales team in end-to-end operations allowing them to deliver results and bookings growth. As part of one of VMware’s focused business areas, you will have the unique opportunity to leverage your experience with sales and business operations, financial and data analysis to develop insights, and provide recommendations on processes and business improvement areas.

You will be a key member of the Service Provider/Telco sales leadership team working in close collaboration with a worldwide team that includes strategy & planning, sales, and product. This high impact role will be responsible for owning critical operational processes, as well as driving key strategic, go-to-market initiatives to improve sales effectiveness and introduce new approaches that deliver on business priorities.

Success in the Role: What are the performance outcomes over the first 3-6 months you will work toward completing?

• Understand the Service Provider/Telco operating and revenue plan. You will model and generate recommendations on how we operationalize for growth, efficiencies and sales team success.
• Maintain overall worldwide operational command of the business through forecast accuracy and reporting on a weekly, quarterly and annual basis. As part of this you will provide business insights, identify and execute on action plans to address and mitigate challenges or leverage opportunities.
• Maintain high touch and trusted advisor status with field sales teams, business unit partners, and strategy, planning and operations teams worldwide on topics that include forecasting, reporting, compensation and business interlocks.
• Act as an inspired leader for a large extended team of virtual resources to ensure consistent and effective team engagement and alignment on key priorities.

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
• Demonstrated ability to develop scalable analytical frameworks to solve complex business issues
• Strong collaboration, influencing skills and ability to work effectively cross-functionally
• 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 the annual planning process for the Worldwide Service Provider/Telco Global Vertical business, including business, coverage & capacity modeling and planning, target setting for top level to account / territory level (including cohort, product, business class and buying center etc.), contributing to sales compensation design principals, ensuring goal sheets are distributed and accepted on a timely basis.
• Identify and manage key metrics to proactively monitor sales (processes, pipeline and performance) for the Worldwide Service Provider/Telco Global Vertical business ensuring alignment to short term and long-term priorities. Implement reports and insights enabling sales leadership to manage and monitor the business. Support the Service Provider/Telco vertical sales leadership team in turning insights into actionable plans to accelerate sales, or course correct as appropriate.
• Drive consistency and globally aligned processes to standardize and stabilize opportunity management, pipeline & forecasting methodologies, quarterly and monthly business reviews that leverage SFDC and VMware business & analytics reports. Ensure methodology and review cadence are aligned; interlocked and provide recommendations on efficiencies.
• Work in close collaboration with Sales & Strategy leadership through evaluation of investment priorities, roll out of new programs and initiatives, monitor return on investment while ensuring successful execution.
• Evolve operational capabilities of the function to keep pace with the complexity of the global accounts portfolio, evolving SaaS business models and Service Provider/Telco vertical.
• Be the subject matter expert on sales compensation for the Service Provide/Telco vertical providing guidance and issue resolution.
• Align and collaborate with key stakeholders and business partners across multiple internal and external functions and organizations, including but not limited to Integrated business planning, COE’s, Global Field Incentives, Sales Finance, Business Unit Strategy, Planning & Operations teams, WW Sales Operations, Geo Sales Operations.
• Support a comprehensive and robust account planning process across the Service Provider/Telco Global Accounts portfolio.

What is the leadership like for this role? What is the structure and culture of the team like?

You will be reporting to a seasoned leader in a culture of trust, inclusiveness, respect, collaboration and accountability. In addition to your direct leader, your peers and extended team have significant experience and skills in sales, strategy & operations and in building worldclass sales organizations.

Where is this role located?

Remote: This role is fully remote, allowing you the flexibility to work from the location you feel most productive and comfortable, or the location agreed upon with your hiring manager. You will be expected to live within a number of time zones from your team as defined by your business.

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

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

Category : Sales
Subcategory: Sales Operations
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2023-05-02

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