Manager, GTM Strategy

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.

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.

VMware is looking for a leader and team player to fill a highly visible role in our Worldwide Customer Strategy organization. The Manager, GTM Strategy, will be responsible for driving Go-to-Market Strategy initiatives as part of the Integrated Business Planning, GTM Strategy and Corporate Intelligence team. As a candidate for this role, you will have a proven track record of leading GTM strategy development and transformation in high-tech companies, specifically driving a shift from Product to Solution selling and a transformation to Cloud and SaaS business models. This is a critical role that will help VMware transform our GTM Strategy to support our growth to a $15B company.

Job Role and Responsibilities:

The responsibilities of this role include working within the VMware Sales & Services organization to build strategies that will drive emerging product growth and drive business in new markets leveraging our routes to market as well as our existing and emerging strategic partnerships. This role will be involved in conducting the analysis, defining the strategy, defining the supporting Sales and Partner coverage models and pipeline acceleration as well as defining programs that will be critical to realizing success. The successful candidate will be a ‘Strategic Doer’ with great energy, initiative, and leadership qualities.

• Define GTM strategy for new VMware offerings, led by internal and external research, benchmarking and analytics
• Partner with Sales leaders to design GTM strategy, segmentation and coverage models and capacity planning
• Assess effectiveness of current GTM strategy and refine and optimize accordingly
• Support the evolution of GTM for Solution Selling and SaaS transformation
• Evangelize GTM strategy by engaging cross-functional teams including Sales, Services, Customer Success and Product Marketing/Management
• Perform business analysis and modeling, and collaborate with analytics teams to develop business insights
• Support execution of high-impact strategic projects and transformational initiatives
• Drive alignment across regions and shared functions to implement the Sales and Partner GTM strategy globally
• Perform external benchmarking to develop a best-in-class strategic account sales structure to support our largest and highest potential customers

Required Skills:

• 3-5 years of progressive experience in global Enterprise Software and SaaS GTM, Sales Strategy, Planning and Operations
• Experience in Solution Selling, Cloud and SaaS GTM strongly preferred
• Strong analytical and problem-solving skills, financial insight and strategic thinking skills
• Ability to work with and support C-level engagements
• Extensive experience building high-quality data models and C-level presentations
• Strong executive presence, communication, and interpersonal skills
• High performer with track record of exceeding performance expectations and metrics
• MBA preferred, top-tier Strategy Consulting experience a plus

This job opportunity is not eligible for employment-based immigration sponsorship by VMware.

Category : Business Strategy and Operations
Subcategory: Strategic Planning
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Work From Home: No
Posted Date: 2020-02-12

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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