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Pivotal // software & services
Sales, Full Time    Beijing or Shanghai    Posted: Wednesday, February 26, 2020
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Sales Leader, Tanzu Greater China

Our Company

VMware is a global leader in cloud infrastructure & business mobility. Built on VMware's industry-leading virtualization technology, our solutions deliver a brave new model of IT that is fluid, instant & more secure. Customers can innovate faster by rapidly developing, automatically delivering & more safely consuming any application. With 2019 revenues of nearly $9.0 billion, VMware has more than 500,000 customers, 55,000 partners, & 24,000+ employees in 50+ locations around the world. At the core of what we do are our employees who deeply value execution, passion, integrity, customers, & community.

At its best, VMware is a place, where we are valued for the complete people we are, where extraordinary progress is achieved for ourselves, our teams, our company, our customers, & our communities & where even more progress is desired & expected. VMware is a powerful platform for all of who we are individual, colleague, pioneer, citizen a place where empowerment, accountability, & responsibility become the traits of ownership, & where each of us can own our future & achieve success through our own actions, on our terms.

Job Description

The overwhelming emphasis of the Greater China Sales Leader for VMW Modern Applications Business Unit (MAPBU) is inspirational sales leadership & operational management for continued growth across all products under the Tanzu umbrella.The Sales Leader will lead & scale VMwares Tanzu sales operations across Greater China, ensuring that sales, pre-sales, marketing, consulting & channel operations co-operate in facilitating effective coverage & identifying business opportunities, while effectively teaming & collaborating with the wider VMW businesses in Greater China to maximize the coverage & opportunities for VMW in Greater China. This role consequently represents a unique opportunity to play a major part in the success of VMware Greater China & Asia Pacific as a whole. We are therefore seeking a truly exceptional person who will thrive in building, leading, managing & influencing a high performance direct & indirect sales teams.

The Sales Leader will report directly to the Tanzu Sales Leader for Asia Pacific & Japan, with matrixed reporting into the leader for VMW Greater China. And expected to be a collaborative team player & a trusted advisor to the VMW Greater China Leadership Team in pursuit of the high growth modern applications platform market.

Job Requirements

  • Proven track record of owning P/L, building & growing subscription license revenues with specialist sales teams operating in a matrixed management MNC.
  • Experience building & leading direct & indirect sales teams across Greater China
  • C Level Exposure & contact base with customers & partners in China
  • Experience of driving & shaping large commercial & contractual negotiations with a complex set of customers with international reach.
  • Customer & Partner focused with a flexible, adaptable & versatile approach. Able to build relationships at all levels of an organization with specific focus at C level.
  • Builds strong internal relationships with peers & subordinates within VMW Greater China & Tanzu APJ teams, while strongly focused on delivering results
  • Degree Level Education.

Key Job Responsibilities

  • Accountable for deliveringthe Tanzu ACV & New Logo targets, subscription revenue & services bookings & margins for Tanzu Greater China.
  • Drive marketshare growth for Tanzu platform by driving consumption expansion in Global & Enterprise accounts, & coverage expansion in a highly leveraged model for New Logos acquisition
  • Be a strong team player on the VMW Greater China Leadership Team
  • Develop strategies to promote thought leadership in the market
  • Develop & maintain strong relationships with key customers & partners
  • Rapidly understand VMware Greater China, its direct markets, channels & resources & assess quickly where additional support & emphasis is required.
  • Define & implement the GTM strategy for each sector of this market-leading business, including Enterprise sales a strategy to maximize every sales opportunity supported by a structure that allows VMware to form strategic partnerships with customers on an ongoing basis.
  • Recruit & develop a solid specialist sales team capable of selling a complex software stack in a solution selling model.
  • Lead & co-ordinate on a region wide basis the activities of pre-sales (systems engineering), consulting (post-sales/implementation/professional services), channel managers & marketing, working with functional leaders to ensure the right skills & resources are made available in support of Greater China sales activity.
  • Acts as a business partner with APJ & Greater China functions including: Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals & Human Resources.
  • Ensure operational tools such as forecasting systems (Salesforce) are properly implemented, drivea weekly forecasting process to provide visibility to VMwares leadership of sales pipeline status & potential to achieve target bookings, as well as upside & downside risks to achieving target bookings.
  • Lead by example & create & sustain a performance-driven culture, built on integrity, professionalism, teamwork, & creativity.
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