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Careers in Sales


Director Systems Engineer VMware Cloud Provider Program APJ

今すぐ応募する 採用情報 ID R1908056-2 掲載日 Jul. 10, 2019

Director of Solutions Engineering, VCPP Pre-Sales, APJ

The Director of Solutions Engineering, VCPP Pre-Sales, APJ is responsible for co-driving, with their counter-part sales leader, the Cloud Provider Partner business across Asia Pacific and Japan regions.  The role focuses on a few key elements, including leading the strategy of the VCPP SE org, driving execution and operational efficiency with clear KPIs and reporting, building strategic relationships with Cloud Provider Partners and Aggregators as well as leading, hiring, developing and retaining a talented and diverse SE organisation including multiple management layers.   Additional responsibilities include partnering with various key stakeholders such as the VCPP SE Sales Leader as well as driving collaboration and strategic initiatives with SE peers in the APJ region as well as peers in other GEOs.   

Main Duties

  • Coordination of strategic development of resources within the APJ’s SE region, including approval of training plans, career development planning, conducting annual performance reviews, coaching/counseling SE managers and SE's for their professional growth.
  • Review of resource utilization, planning for specialized coverage of all major sales activity areas and review of the resource matching process.
  • Recruiting and hiring of SE's to fill staffing requirements.
  • Motivation, development, and retention of all SE’s
  • Participation in regular territory reviews with regional sales directors resulting in a detailed understanding of the top deals in each region.
  • Direction of the strategy and execution of SE Team Leaders and other SE’s within the region
  • Account management activities may include development of account strategy, high-level presentations, problem resolution, relationship development, and coordination of corporate resource involvement with the top five prospects within the region
  • Development of relationships with other organizations inside VMware as well as maintaining current knowledge of both corporate and industry direction
  • Reporting and KPIs setting and reviews

The role, responsibilities and geographical focus will change and develop over time along with the company’s rapid growth.

Required Skills & Competency

  • Successful SE/Pre-Sales management experience in a matrix organisation
  • Successful lead, developed and coached managers
  • Strong Consultative selling skills
  • Strategic Relationship building skills – is able to establish positive internal relationships with colleagues and management peers
  • Solid Service Provider experience
  • Strong Negotiation skills
  • Strong analytical and trouble shooting skills
  • Proficiency as a leader of individual contributors in a professional environment.
  • Strong people management skills including: hiring, developing, motivating and retaining technical sales people and an ability to manage any performance shortfall.
  • Demonstrates high ethics and integrity – is respected
  • Strong verbal and written communications skills as well as excellent presentation skills
  • Qualification in business or engineering discipline or equivalent training and industry experience
  • Ideal candidate will sit in Singapore and travel is expected across APJ.

Key Interfaces:

  • VP APJ Cloud Sales, Senior Director VCPP Sales
  • APJ Sales Manager(s), Sales Director(s) and VCPP Business Development Mgrs, APJ VCPP SE leadership, APJ SE Leadership, Japan and China SE leadership
  • Cloud Platform Business Unit leaders, Cloud Provider Software BU leaders
  • VMware Cloud and VCPP Product Managers, Technical Marketing Managers and Product Marketing Managers
  • Professional Services Organization leaders
  • Other BU leaders: Integrated Systems Business Unit and Cloud Management Business Unit
  • Other in-region and external GEO SE teams






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