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Cleveland, OH Full Time Posted by: EMC Corporation Posted: Tuesday, 2 March 2021

The Vice President, WW Networking and Security Sales, will steer and scale Networking and Security sales operations around the world (direct and dotted line) ensuring that sales, pre-sales, marketing, consulting and channel operations co-operate in facilitating effective coverage and identifying business opportunities.

This role consequently represents a unique opportunity to play a major part in the success of as a whole. We are therefore seeking a truly exceptional person who will be at home' building, leading and managing first-line leaders and their teams across the globe. This individual will manage (solid and dotted line) a group of top performers that deliver one of the fastest growing business units in the industry.

Job Requirements

  • Proven sales leadership in a global software organization with significant matrixed sales management responsibility.
  • Experience of driving, shaping and executing large, global deals.
  • Specific evidence of having built or substantially increased software license revenues.
  • C Level Exposure and contact base across the region.
  • Technical wherewithal to lead sales of existing and emerging SDWAN solutions.
  • Experience of commercial and contractual negotiations with a complex set of customers with international reach.
  • Will have built and developed an exceptional team of specialty sales professionals that drive pipeline.
  • Ability to influence and collaborate in a highly matrixed global organization whilst taking ownership for clear and far reaching decisions.
  • Customer focused with a flexible, adaptable and versatile approach. Able to build relationships at all levels of an organization with specific focus at C level.
  • Builds strong business relationships with customers, partners, peers and subordinates while effectively balancing regional team goals with corporate goals.
  • Degree Level Education.

Key Job Responsibilities

  • Accountable for driving 100% of the Networking and Security pipeline, including the booking and revenue plan.
  • Rapidly understand its direct markets, channels and resources and assess quickly where additional support and emphasis is needed.
  • Recruit and develop a world class sales team capable of selling Software Defined Infrastructure software.
  • Lead and/or co-ordinate on a region basis the activities of pre-sales AE + SE, consulting (post-sales/implementation/professional services), channel managers and marketing, working with functional leaders to ensure the right skills and resources are made available in support of region sales activity.
  • Run a weekly forecasting process to provide visibility to leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.
  • Ensure operational tools such as forecasting systems (Salesforce) are properly implemented and used by all staff globally, facilitating effective forecasting and communication with corporate operational leadership, as well as inside global regions.
  • Engage with Product Group leaders and other key business stakeholders to align on business goals and provide feedback on what will be required for successful execution against bookings targets.
  • Acts as a business partner with corporate functions including: Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals and Human Resources.
  • Be Operationally Excellent in the day-to-day running of the business including (but not limited to) forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing.
  • Able to work across multi-functions/multi-individuals to achieve desired results.
  • Remote office location acceptable

Cleveland, OH, United States of America
EMC Corporation
Click apply
3/2/2021 5:28:56 PM

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