About the job

Why will you enjoy this new opportunity?Be an integral part of our Carbon Black Sales Organization! We serve as true business partners to our customers (both internal and external). If you are passionate about driving digital transformation and cyber security, we have a top-of-the-line technology stack that allow our customers to remain secure.As one of the “Best Places to Work” we value transparency, community, innovation, and excellence. If you are motivated, results-driven, and enjoy working in an environment that fosters learning and continuous growth, we would like to meet you.Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

  • Establishing rapport, credibility, and relationship with your team, your customers, and your global & regional peers will be essential in driving success as a Security Sales leader at VMware.
  • Serving as a key member and business leader to the broader VMware Executive team.
  • Leading, steering, and scaling VMware’s Carbon Black / Security Sales Team across North & South America, ensuring that sales, pre-sales, marketing, consulting, and channel operations cooperate in facilitating effective coverage and identifying business opportunities while effectively teaming and collaborating with the wider VMware business in Amer to maximize coverage, execution, and performance at scale.
  • Building the VMware Carbon Black Security business and playing a centrally important part of the success of VMware as a whole.
  • Leading, building, and managing first and second line leaders and their teams across North and South America.
  • Owning sales responsibility for selling the entire Carbon Black / VMware Security Portfolio
  • Building the Security Sales plan for achieving a revenue quota target, managing the sales forecasting process, and coaching the team of business development and sales professionals to achieve (or, ideally, over-achieve) the target quota.
  • Coordination with the VMware core Field and Partner organizations to achieve success and managing interactions with their existing customers.
  • Using your deep knowledge of the cyber-security market, IT sales cycles, and VMware’s Partner Programs and ecosystem .

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?Most importantly, you will be a team builder, team player, and a true leader. You are an executive with the personal drive, passion, and enthusiasm to both understand and successfully navigate a high-growth software ecosystem striving toward market leadership in an evolving marketplace. You are a proven sales leader with the following qualities:

  • People leadership and coaching – you will attract, develop, and retain top talent in the organization. You create loyalty, trust, and a following. You understand what it takes to connect, listen, and engage at all levels of the organization.
  • Generate energy – you are a source of positive, motivating energy that multiplies the impact of the team by drawing out ideas, encouraging bold and thoughtful moves, and promoting a sentiment of support. You sponsor creative and effective collaboration.
  • Business partnership: you have the confidence, intellect, and executive presence to become a true business partner across the corporate and field functions. You are capable of contributing to broader business conversations beyond your functional expertise and are respected by both subordinates and superiors.
  • Hands-on and entrepreneurial style: your style drives you to be personally involved in all elements of managing your functional responsibility, and you seek to develop like-minded senior managers with similar capabilities.
  • Personality traits: you are collaborative, honest, accountable and passionate. Your primary, driving focus is to lead and motivate others. You are capable of taking symbolic actions to inspire and energize others around a vision of Carbon Black’s future.

Your regular activities will vary on a day-to-day basis, but you can expect a variety of the following assignments:

  • Achieving VMware’s ACV growth goals and renewal performance across the Carbon Black/VMware Security portfolio
  • Lead and drive exceptional sales execution and operational excellence, and develop initiatives to penetrate the market, achieve sales goals, and leverage sales assets
  • Drive market share growth for Carbon Black/VMware Security by driving Security deployments in strategic, corporate, and commercial accounts, and coverage expansion in a highly leveraged model for new logos acquisition
  • Serve as an exceptional leader and change agent; collaborate across the organization and help bring disparate teams together into a more cohesive unit
  • Acts as a business partner with corporate functions including Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources
  • Develop strategies to promote thought leadership in the market
  • Develop and maintain strong relationships with key customers and partners
  • Run weekly forecasting processes to provide visibility to VMware’s leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings
  • Work closely with the Sales Leaders to ensure that Partner and Inside Sales teams are providing sufficient support and on-track to contribute to achieving bookings and pipeline goals
  • Collaborate and build strong relationships with core Field and Partner sales leaders to ensure proper engagement with core teams and customers
  • Identify high propensity customers
  • Be operationally excellent in the day-to-day running of the business including forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing
  • Assess current sales and services methodologies and team structure to propose/implement necessary adjustments in order to optimize performance and build the infrastructure and incentives to facilitate further aggressive growth
  • Engage with Product Group leaders and other key business stakeholders to align on business goals and provide feedback on what will be required for successful execution against our booking’s targets
  • Function as a change agent and demonstrate the ability to uphold the standards consistent with a strong pipeline management system leveraging relevant performance data
  • Maintain strong reporting and accountability against numbers, driving to exceed quotas, while developing and managing motivating incentive tools
  • Serve as a visionary for the company and cultivate innovation, articulating a compelling, long-term vision for the future, and inspiring others to action
  • Create loyalty within the team; drive the mission/vision of VMware Carbon Black to the sales force and broader organization
  • Lead by example and create and sustain a performance-driven culture, built on professionalism, teamwork, and creativity

What is the leadership like for this role? What is the structure and culture of the team?Our VMw Carbon Black sales team culture is one based on trust, personal growth and development through coaching, and giving back to the community through service learning. We trust each other to get the job done right, allowing for flexible schedules balancing work and life.The manager of this position is Sean Forkan, Vice President of Worldwide Security / Carbon Black Sales. Sean has been leading sales organizations within VMware for six years and has been in his current role two years. He has thirty years of experience in the technology industry including management consulting and strategic outsourcing with E&Y and EDS Systemhouse. He led sales and field marketing teams at Cisco and Symantec/Veritas before joining VMware. His focus is to balance the short- and long-term success in solving clients’ unmet and underserved needs in Cybersecurity and brings extensive leadership and sales experience to the role. Sean is based in Toronto, Canada and enjoys spending time in the gym, on the golf course, and with his wife and son outside of work.Where is this role located?Remote: This role is fully remote within the Americas, allowing you the flexibility to work from the location you feel most productive and comfortable, or the location agreed upon with your hiring manager.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 and the complete benefits package by visiting 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
  • Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
  • Annual wellbeing program

For CO, NY, CA and WA residents, the salary range for this position is: $200,000.00 – $400,000.00.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. Additional benefits for this position can be found at https://benefits.vmware.com/.This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.Category : SalesSubcategory: Field SalesExperience: ExecutiveFull Time/ Part Time: Full TimePosted Date: 2023-04-18VMware 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.

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