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Senior Director, Professional Services Sales and Delivery, Government, Education & Healthcare (GEH)-Americas

Reston, Virginia

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Job ID R1901372-3

Senior Director, Professional Services Sales and Delivery, Government, Education & Healthcare (GEH)-Americas

VMware has an exceptional opportunity for a Senior level leader with Public Sector experience to join our team. If you are a Sales and Delivery leader in the VA/MD/DC area and hold (or can obtain) a US Security Clearance, and if you are interested in joining a world class organization, please read on:  

Business Summary:

As the Senior Director for the Government Education and Healthcare (GEH) Services Sales and Delivery, you will manage all sales activity for the Professional Services sales team in our GEH segment, inclusive of US Federal, State, Local and Education (SLED) and Commercial Healthcare customers and have direct responsibility for Federal services delivery and a matrix delivery responsibility for SLED and Healthcare. In addition to managing the team, you will also be responsible for meeting or exceeding the Professional Services bookings, revenue and margin quotas while building 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.

Your team will develop and execute upon a strategic sales and revenue business plan, while managing through the full sales and delivery lifecycle in the assigned territory, following up on incoming or self-generated leads, answering industry, company and technical questions, negotiating terms and prices, and closing/delivering upon deals. You will be focused on building the VMware Professional Services business with laser focus on demonstrating the unique value proposition our offerings bring to the market and to our customers. The GEH Professional Services Senior Director will demonstrate effective customer focused leadership skills in building the business, sales and revenue ecosystems to exceed expectations. The GEH Services Senior Director of sales and delivery role is distinguished by additional specialized knowledge in breadth and/or depth, as well as record of success managing sales and delivery P&L.

Job Role and Responsibilities:

  • Meet and exceed the team quota for services sales and delivery revenue
  • Recruit, manage, and mentor a team of sales and delivery Directors
  • Create, lead and manage GEH services new business growth and brand strategy in close synergy with the account teams
  • Manage assigned services sales and revenue targets, participate in weekly business meetings to present/assess the status of all existing pipeline of leads, opportunities as well as potential future target companies and pursuit strategies for your team.
  • Report key metrics (revenue and opportunity forecast, pipeline, opportunity status, challenges, and needs) accurately and in a timely manner for your team.
  • Work with services partners and VMware’s channel team to maintain a productive and loyal partner community
  • 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 unique 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).
  • Maintain an understanding of all VMware strategic messaging and how product lines align to mission-oriented solutions.

Required Skills:

  • 15+ years sales, delivery and P&L management in the Public Sector space with an annual business >$150M
  • Active US Government Clearance (Secret or higher)
  • Demonstrated knowledge in systems integration with emphasis on business transformation, leading change and closing, solution-oriented services opportunities 
  • Comprehensive knowledge of budget cycles, procurement processes, and contract vehicles
  • Experience in proactively managing a sales and delivery teams, to include evangelizing a vision and strategy, business development, prospecting, competitive differentiation and growing the installed base.
  • Experience in business marketing/coordination and submission of winning proposals (RFQs, RFIs, RFPs), effective contract negotiations, appropriate/applicable interpretation of contract terms and conditions, issue identification, risk mitigation and ensuring post-win customer satisfaction
  • Demonstrated expertise in specialty, consultative, solution selling and business development skills to align the customer's needs with our solution to drive sales and close deals. 
  • Has excellent written, verbal and formal presentation skills to client audiences ranging from technical implementers through CTO/CIO levels.
  • Know strength and weaknesses of key competitors in the virtualization, mobility and security industry and how to leverage this knowledge 
  • Ability to travel up to 50% of the time
  • BS in Computer Science or other technical field highly desired; related experience considered in lieu of formal technical training

Preferred Skills:

VMware is an Equal Employment Opportunity employer and offers a positive and productive work place (We have been on list of 100 best places to work for in the country for several years), a comprehensive benefit package and competitive compensation.

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