The Commercial Director will be the South Europe, Middle East, Turkey and Africa Europe (SEMEA) lead on driving the Commercial (non-Enterprise or GAM named) business for all VMware products and solutions to all accounts types through all appropriate VMware Routes to Market facilitated by a multi-country, multi-culture and multi-matrix cross-functional field sales team. .
The successful applicant will be primarily accountable for overall new Commercial bookings across the region, with a particular focus on non-core solutions and ELA (both incremental net new and renewal). In addition he or she will be responsible for localized execution of the Commercial strategy and geo level programs, as defined by the WW & EMEA Commercial leadership.
This role reports directly to the Regional Vice President for SEMEA who has overall responsibility for Strategy & Planning for VMware in the Region, and a dotted-line into the Senior Director EMEA Commercial.
The Commercial Director, SEMEA must have excellent interpersonal and communication skills in order to be able to define and execute VMware SEMEA’s Commercial Strategy. As a successful Commercial sales plan will touch almost every discipline inside VMware, it will be critical to develop and maintain excellent working relationships (beyond the fixed and dotted reporting lines) with: EMEA Management team, EMEA Commercial Org Leadership team (including country Commercial Managers / Directors in region), Marketing, Operations & Enablement.
Define, execute and monitor the Commercial ‘Strategy’ in SEMEA in support of the Regional VP and EMEA Commercial Lead, and in collaboration with the cross-functional stakeholder group.
Drive operating cadence (including ownership of SEMEA Commercial forecast) across all Commercial leaders in Region (and, where applicable, supporting functions) by fostering strong relationships with the key players and decision makers within a matrixed organization and support subregional Commercial businesses to attain targeted sales goals and performance metrics – analyzing and driving corrective action where applicable.
Drive quarterly reviews (more frequently as necessary) with all subregions as part of the regional QBRs.
Development of plans for accounts in the region; carry out account reviews to support development of account base, gap analysis, share-of-wallet information on new and existing business, participating in customer meetings as required.
Support the matrix organizations with the recruitment and retention of diverse talent
Support the ongoing training, development and enablement of the Commercial sales team in Region.
Key Competencies & Experience Required
A recognised and validated leader with a track record for success (including, but not limited to, quota achievement) and customer satisfaction (internal and external)
Minimum of 10 years’ experience in a related software (preferably Cloud) industry with significant time spent in an Enterprise sales leadership role (preferably within a vendor).
In-depth experience of working with all Partner types (Solutions Providers, Distributors, OEMs, SI/SOs) and direct sales organisations (within a matrix environment).
Competent in articulating strategy and defining plans that drive performance improvements across multiple geographies, languages and cultures.
Excellent organizational, communication & coaching skills
An unwavering positive attitude, strong drive for results, and the ability to both deal with ambiguity and thrive in a collaborative high-energy sales environment