Sales Operations Manager - Field Sales at VMware Carbon Black

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Job Description

Business Summary:
 

VMware accelerates digital transformation through a software-defined approach to business and IT. The trusted platform provider of choice for more than 500,000 customers globally, VMware is the pioneer in virtualization and an innovator in cloud and business mobility. A proven leader, VMware allows customers to run, manage, connect and secure applications across clouds and devices in a common operating environment.  Security is an intrinsic capability across the VMware portfolio and critical priority for growth.

 

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, teamwork, 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.

 

This role will sit with VMW Carbon Black, the Security Business Unit. The VMware Security Business Unit is the fastest growing SaaS business unit of VMware.  This role reports to the Senior Manager of Sales Operations for the Americas Security Sales, partnering with the Americas Field Sales leadership to lead, enable and support initiatives to achieve Americas Field Sales goals.  This role is a critical Sales Operations business partner to execute strategies and lead initiatives to accelerate revenue growth, leading best practice sales execution initiatives in a SaaS context and managing efficient sales operations to improve sales productivity and accelerate sales cycles.

 

Job Responsibilities:

  • Sales Productivity - Define and lead initiatives to drive sales performance and productivity in a SaaS context to fully exploit land, expand, cross sell & up sell, and renewal sales motions in partnership with the wider VMware core sales and sales operations team.

  • Forecasting – Manage the forecasting process, drive initiatives to improve forecast accuracy, ensure critical actions visible to achieve and exceed forecast.  Ensure sales forecast addresses risk and opportunity in the pipeline and deal execution, leverage analytics to support improving forecast accuracy.

  • Sales Performance – Manage sales QBR and performance review cadence, leverage sales analytics for insights and actions to improve sales performance.  Partner with enablement teams to address training and enablement needs.  Identify barriers and friction to sales performance, drive initiatives to address and improve sales performance and win rate improvement.

  • Deal Execution – Support sales management and sellers with best practice deal execution techniques, drive acceleration of deal sizes and effective partner with Core and Specialist sales teams to maximize win rates for VMware.

  • Operations business partner – act as the business partner for Americas field sales team for sales teams assigned to this role, liaising on program across HR, Finance and GTM Operations. Develop and maintain strong relationships with regional Sales managers, technical sales teams, core sales operations to help improve sales performance.  Act as the point of escalation for Sales for any Sales, Delivery Operations or deal issues/challenges.

 

Required Skills:

  • 3-5 years of relevant professional experience and strong expertize in sales operations

  • Proven experience and accomplishment in fast growing SaaS sales operations and execution commercial roles

  • Proven attention to detail and excellent problem-solving skills

  • Strong verbal/written communication and presentation skills, including an ability to effectively communicate with both business and technical teams

  • Broad knowledge of Professional Services and the processes, challenges and business context associated with PS, based on experience in a variety of roles/functions

  • Knowledge of sales and revenue forecasting processes and approaches

  • Ability to work independently as well as part of a larger team

  • Ability and willingness to interact with all levels of the organization

  • A Bachelor’s degree in Business or Technology related area is required

 

Preferred Skills:

  • Eagerness to translate high-level business objectives into actions

  • Excellent communications skills, with the ability to synthesize, simplify and explain complex problems to different types of audience, including executives

  • Experience in Software, Cloud, or Infrastructure such as Compute, Network, Storage

  • Experience with Tableau, Salesforce, PSA tools, and complex Excel preferred

 

 

 

Category : Business Strategy and Operations
Subcategory: Business Operations Analyst
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Work From Home: No
Posted Date: 2020-02-28



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 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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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • C++Languages
    • JavaLanguages
    • JavascriptLanguages
    • PerlLanguages
    • PythonLanguages
    • ScalaLanguages
    • HTMLLanguages
    • D3JSLibraries
    • ReactLibraries
    • AngularJSFrameworks
    • Node.jsFrameworks
    • MySQLDatabases
    • Google AnalyticsAnalytics
    • OptimizelyAnalytics
    • IllustratorDesign
    • PhotoshopDesign
    • SketchDesign
    • AsanaManagement
    • ConfluenceManagement
    • JIRAManagement
    • Microsoft ProjectManagement
    • WordpressCMS
    • SalesforceCRM
    • MarketoLead Gen

Location

Waltham HQ - 1100 Winter Street, Waltham Boston Location - 201 South Street, Boston

An Insider's view of VMware Carbon Black

What does career growth look like on your team?

We consider the Sales Development Representative Program an important first step in building out the foundation of a future leader. Whatever your first steps are at Carbon Black won’t be your last. Our program isn’t just about getting SDRs to be a good quota carrying rep; it’s also about helping them develop the next best step in their careers.

Susan

Director, Corporate Sales

How do you make yourself accessible to the rest of the team?

My leadership style is all about empowering my teams. I work in a way that is transparent and honest and want to help people achieve personal and professional goals. I want to foster technical abilities and make sure our people are keeping up with the leading edge technologies.

Tarun

VP of Engineering & Operations

What are some social events your company does?

Our culture club, Life at CB, focuses on a range of events. From company parties, employee communities, and sports leagues to philanthropy and learning and development, there's a ton of ways we get together and grow.

Ashley

Sr. Talent Brand Ambassador

What are VMware Carbon Black Perks + Benefits

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Mean gender pay gap below 10%
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
In our Waltham HQ location.
Team workouts
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Employee Stock Purchase Plan
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
For our Waltham HQ
Recreational Clubs
Relocation Assistance
For some roles, we will offer relocation assistance.
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Time allotted for learning
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