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VMware Director, Strategic Pursuits USPS North East in Boston, Massachusetts

Business Summary:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, collaboration, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

SPP…who we are:

An Americas-wide “Big Deal” Pursuit Practice with a single Mission to drive long-term transformational business success for our customers and VMware.

Job Role and Responsibilities:

Reporting to the Senior Director, Strategic Pursuits Practice Americas, the Director Strategic Pursuit’s mission is to drive VMware’s long-term revenue growth and profitability through larger and more strategic transactions by orchestrating resources, coaching, advising and enabling sales teams, partners and customers on our core LTEM and value-based selling strategies. This position also reports dotted line to the Regional VP Sales as part of the Regional Management team.

The Director, Strategic Pursuits will follow a consistent and defined programmatic approach to help the Sales organization develop and close larger more Strategic Deals. The role will utilize out-quarter pipeline development, Account Planning, Strategic Opportunity Reviews, Pursuit Planning, Deal coaching and choreography, thought leadership, best practices, and aligning key resources to maximize market opportunity, accelerating sales cycles and closing larger deals successfully.

The role also participates in VMware’s overall transformation effort to establish one of the best Enterprise Salesforce in the industry.

  • Drive the SPP engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop and help close strategic pursuits.

  • Orchestrating key resources through the SPP Engagement Model, including field sales, partners, and a team of Offer Managers (OM), Business Value Advisors (BVA) & Business Solution Strategists (BSS).

  • Managing the qualification/selection of the Strategic Pursuits through the Territory Business Review process, in concert with the Regional Sales Leadership.

  • Champion Collaborative Account Planning Sessions (CAP) for Strategic Pursuits.

  • Drive the Strategic Pursuits cadence process.

  • Drive big deal thinking, best practice sharing and extended team collaboration

  • Be the voice of the field sales to corporate to continually improve and ensure successful outcomes

  • Drive Strategic Pursuits: managing the assessment and selection of opportunities where we intend to build > $5M opportunities, tracking the set of activities (Account Based Marketing, Account Development Workshop, involvement of BSS) and progress of the opportunities.

  • Helping propagate best practices and content (deal structure, content relative to attractive themes like Digital Transformation, IoT, references, Value-plays)

  • Represent VMware in senior customer facing roles, i.e. executive sponsor, business strategist, negotiator

Measure of success

  • 80% on Regional Private Sector E1/E2 bookings target

  • 20% on the number of Large Deals (>$2M, >$5M)

Required Skills:

  • 15 years of experience in the software industry

  • 7 + years of consultative sales experience into Enterprise accounts

  • 3 + years selling SaaS

  • Demonstrated coaching and mentoring experience

  • Excellent presentation and communication skills

  • Excellent knowledge of Sales Methodologies

  • Well organized and analytical skills

  • Experience within a large organization, ability to work in a matrix environment

  • Management experience

  • University Degree or equivalent


“This job requisition is not eligible for employment-based immigration sponsored by VMware.”

Category : Sales

Subcategory: Business Development

Experience: Business Leadership

Full Time/ Part Time: Full Time

Remote: Yes

Posted Date: 2020-09-15

Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.

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 what’s possible today at

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.