Sales Director - VMware Product & Licensing

About the Role:
We are seeking a dynamic Sales Director with deep expertise in VMware products, particularly VMware Cloud Foundation (VCF), licensing, and subscription models. This role is ideal for a strategic sales leader who can build and scale high-performing teams, drive revenue growth, and establish key partnerships within the VMware ecosystem.

Key Responsibilities:

Sales Strategy & Execution

• Develop and execute a go-to-market strategy for VMware product and licensing sales, with a focus on VCF solutions.
• Own the sales pipeline, forecasting, and revenue targets, ensuring sustained growth and profitability.
• Identify, engage, and sell into key enterprise and mid-market customers, driving new logo acquisition and expansion opportunities.
• Lead contract negotiations for VMware licensing models (perpetual, subscription, SaaS, MSP models, etc.).
• Stay ahead of VMware product updates, licensing changes, and partner incentives to maximize revenue opportunities.

Team Leadership & Development

• Recruit, mentor, and develop a high-performing sales team, ensuring strong knowledge of VMware products and licensing models.
• Provide coaching and enablement to drive solution-based selling, leveraging VMware's portfolio to address customer needs.
• Foster a performance-driven sales culture, aligning incentives with company goals.

Partner & Customer Engagement

• Establish and maintain strong relationships with VMware, distributors, and strategic alliance partners.
• Work closely with VMware's channel and partner programs to maximize deal registrations, rebates, and co-sell opportunities.
• Collaborate with internal technical and solutions architects to craft compelling sales proposals.
• Lead customer conversations on cloud transformation, hybrid cloud strategies, and VCF adoption.

Operational Excellence

• Drive sales operational excellence, leveraging CRM tools (Salesforce, HubSpot, etc.), data analytics, and reporting to track performance.
• Align sales efforts with marketing campaigns, demand generation programs, and industry events.
• Ensure compliance with VMware's licensing policies and pricing structures.

Qualifications & Experience:

• 10+ years of experience in IT sales, with a proven track record in VMware product and licensing sales.
• Deep knowledge of VMware Cloud Foundation (VCF), vSphere, vSAN, NSX, and related technologies.
• Experience working with VMware's partner ecosystem, including VARs, MSPs, and distributors.
• Strong understanding of subscription, perpetual, and SaaS licensing models.
• Prior experience in building and leading high-performing sales teams.
• Strong negotiation skills and experience managing complex enterprise sales cycles.
• Excellent communication, leadership, and stakeholder management skills.
• Familiarity with cloud solutions (AWS, Azure, Google Cloud) and hybrid cloud strategies is a plus.

Why Join Us?

• Opportunity to lead and shape a VMware sales practice in a high-growth, cutting-edge space.
• Competitive compensation, uncapped commission potential, and performance-based incentives.
• Work alongside industry leaders and top VMware experts.
• Access to professional development, certifications, and career growth opportunities.