Sr. Sales Operations Manager - Opportunity for Working Remotely

Senior Sales Operations Manager, VMware Dell Synergy Acceleration Team (DSAT)

Why will you enjoy this new opportunity?

This role will provide leadership and support to the fast paced and industry leading AMER Dell Synergy Acceleration Team at VMware and manage functions essential to sales force productivity to achieve joint sales objectives. These include planning, reporting, quota setting and management, sales process optimization, sales job design, sales program implementation, and sales compensation design and administration. This role offers the flexibility for the right candidate to improve upon existing process and streamline business operations to maximize efficiency.

The AMER Operations Lead is responsible for the overall productivity and effectiveness of the Dell and VMware Americas DSAT organization. The Business Operations Lead fosters close working relationships with external (Dell) and internal (VMware) stakeholders to ensure the Dell and VMware sales organizations efficient operation and success.

When you are working for a company that shares your values, it is easier to enjoy what you do. At Vmware, we unite under a core set of EPIC2 Values: Execution, Passion, Integrity, Customer, and Community. Our guiding principle is "innovate in everything". Each day you will be challenged to bring curiosity, diversity, and an eagerness to collaborate toward bold ideas across all aspects of our business. We do it with a spirit of inclusion and trust acting as 'One VMware' to help our customers win.

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

• Within 30 days of employment, complete all the onboarding formalities and learnings, meet the stakeholders at VMware & Dell and begin to establish relationships with each functional lead as well as the Senior Leadership for the DSAT team.

• Within 60 days of employment, familiarize yourself with governance processes, business management processes, and lead the AMER forecasting process and weekly roll up.

• Within 90 days of employment, you will have established working relationships with the functional leadership teams for the Americas at VMware and Dell, identified areas of opportunity for process improvement or business processes efficiencies.

• Within 180 days of employment, you will own quota deployment, compensation accuracy and cadence and all GEO forecasting and business readout responsibilities

• Within 360 days of employment, you will be efficiently leading all operational aspects of the AMER DSAT business from but not limited to quota, compensation, business review cadence, run the business operations, etc.

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

• Deploy and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency via adoption of planning, forecasting, and budgeting approaches used by VMware and Dell EMC. Ensures planning, forecasting, and budgeting effort are appropriately integrated with other planning processes employed within VMware and Dell

• Provides leadership to the AMER sales organization in implementing DSAT objectives that appropriately reflect VMwares business goals

• Responsible for equitably assigning VMware sales force quotas and ensuring the VMwares financial objectives are optimally allocated to all sales channels and resources through the quota program (direct, indirect, inside sales, etc.)

• Accountable for the timely assignment of all DSAT sales organization objectives

• Partners with senior sales leadership across VMware and Dell to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the DSAT sales organization by ensuring a well-defined, efficient sales process is in place for launch. Fosters an organization of continuous process improvement and collaborates with VMware to provide business stakeholder input into the global functions

• Responsible for the optimal deployment of sales resources. Makes recommendations for coverage models or team configurations to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models

• Works closely with senior sales leadership across VMware and Dell to define the optimal performance measurements and performance management programs required to ensure DSAT sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities

• Ensures sales reports and other internal intelligence is provided to the DSAT sales organization. Collaborates with BI to develop new reporting tools as needed. Coordinates with DSAT sales leadership, BI / analytics leadership, and other stakeholders to lead efficient and accurate sales force reporting initiatives

• Provide guidance on sales compensation program rules, policies, and procedures for DSAT. Ensures sufficient resources are assigned by Commissions to adequately deploy and administer sales compensation plans for all DSAT sales resources. Works closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation

• Directs and supports the consistent implementation of DSAT initiatives

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

This role will report to the Global Director of Channel Business Operations, Matt Morgan, whos role spans across Dell, Global and Transformational partners within the VMware channel organization. Matt believes in a team first and together approach, where team members work collaboratively and free of silos to support the functional needs of the business in an efficient and proactive manner.

The DSAT (Dell Synergy Acceleration Team) is chartered with working collaboratively with Dell to drive VMware revenue and solutions through all Dell routes to market. This is a high visibility team at VMware and this role is managing business operations for the biggest and most complex GEO.

Accountabilities and Performance Measures:

• Achievement of DSAT sales, profit, and strategic objectives

• Accountable for the DSAT sales forecast

• Accountable for the on-time and accurate implementation of DSAT quotas and performance objectives

• Accountable for the thorough implementation of DSAT-impacting initiatives

• Accountable for accurate and on-time reporting essential for DSAT sales effectiveness

• Achievement of strategic objectives defined by VMware management

Qualifications:

• Four-year college degree from an accredited institution

• Minimum five years in a sales operations, business planning, or sales support management role

• Experience successfully managing analytically rigorous corporate initiatives

• Extensive experience working cross functionally to build, manage and achieve joint initiatives and goals

• Salesforce.com, Excel, Tableau and PowerPoint proficiency

Where is this role located?

Flexible: The role is considered flexible and will be a mix of working from a local 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 non-daily commute of the office. Preferred location is Central or Eastern time zone. Some travel required.

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 Administration

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2022-07-11

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 whats possible today at {apply below}

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.