Senior Business Operations Manager

VMware Carbon Black
Palo Alto, CA | Full-Time | Senior

Business Summary:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies. 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, collaboration, 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 in VMWare's Security Business Unit, VMWare Carbon Black; a leader in cloud-native endpoint protection dedicated to keeping the world safe from cyberattacks. The VMware Carbon Black Cloud consolidates endpoint protection and IT operations into an endpoint protection platform (EPP) that prevents advanced threats, provides actionable insight and enables businesses of all sizes to simplify operations.

Job Role and Responsibilities:  

Reporting to Director SBU (Security Business Unit) Sales Operations, this role will be the critical Sales Operations business partner for AMER Field Sales team, executing strategies to accelerate revenue growth, leading best practice sales execution initiatives and managing efficient operations to improve sales productivity and accelerate sales cycles.

Required Skills:

  • Sales Strategy & Planning – leading Sales strategy and planning, partnering with Field Sales leaders, Marketing and Operations leadership to develop and implement a Sales growth plan, with optimal coverage, quota and incentive mechanisms
  • Business partner – act as a Field Sales business partner, leveraging data and leading strategic and operational initiatives to accelerate revenue/bookings, increasing Sales productivity and shorten the lead-to-close cycle
  • Represent the AMER Field Sales teams into critical programs to ensure that materials, collateral, methods, tools, processes, reporting are all suitable for a rapid and effective best practice Field Sales execution model
  • Oversee hiring and new hire programs to ensure sufficient sales capacity available to meet plan
  • Manage the Sales operating rhythm – in partnership with Sales leadership, establish, orchestrate and manage the Sales management operating rhythm to drive consistent best in class planning, inspection and execution against pipeline, leads, forecast, opportunities and accounts
  • Sales Performance – partnering with sales management, review sales performance on a quarterly basis to support sales management. Take appropriate action and provide input to sales enablement and management programs to improve sales performance.

Preferred Skills: 

  • 8+ years Sales Operations leadership and experience in fast paced SaaS environments
  • Demonstrated success being a Sales Operations business partner to a Field Sales team of 50+ sellers
  • Expert in sales methodologies, SFDC, sales execution disciplines to drive efficient Field Sales execution at scale, deal and pricing strategies for s/w cloud and on-premise deals
  • Excellent team, interpersonal, collaboration and operational leadership skills
  • A Bachelor’s degree in Business or Technology related area is required
  • A change leader and ambassador for sales to drive revenue growth, increase productively and accelerate sales cycles with a partnering, solution-orientated ‘easy to do business with’ approach

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

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