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Regional Director Nordics

Solna, Sweden

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Job ID R1812766 Date posted Dec. 14, 2018

Regional Director SSA

Key Responsibilities

Lead, motivate, develop and manage the sales team in pursuit of its goals, ensuring the right people are in place and that they have the necessary knowledge, skills and training to meet the challenges of the market Win the respect and trust of colleagues across Europe and worldwide as an experienced, high caliber Sales Leader, bringing integrity, professionalism and impeccable credentials to the region Proven track record of delivering value to local IT customers Rapidly understand VMware, its strategy, products and market position Establish strong, informed working relationships with peers, being sensitive to the fact that several have already been in positions of responsibility as the local office has grown Build a robust pipeline of six and seven-figure projects in region so that deals can be readily tracked from opportunity through to closure, with clear focus on steadily increasing deal size, as well as the number of large deals. Develop the transaction business by utilizing and enhancing channel and direct sales resources Rigorously monitor and track progress towards financial and business objectives, communicating frequently, both formally and informally, using established VMware and Regional tools, to ensure appropriate visibility is achieved internally Drive the establishment of virtualization as a fundamental component of corporate IT architecture, keeping full awareness of market evolution and customer needs from a technology standpoint and feeding back promptly to product marketing on any new intelligence gained Achieve a shift in level of contact and type of sales process employed in VMware in region, being ready in many cases to take personal leadership of new business discussions at conceptual level with CIOs and other C-level interfaces in client organizations Demonstrates readiness to contribute to Regional initiatives and to travel as necessary in pursuit of these Ensure effective co-operation and communication with Pre-sales, Solution Consulting, Marketing and Channel Sales, guiding and mentoring those teams to ensure resources are allocated and managed in the optimum way, work-flow is smooth and efficient, and that customers have access to complete solutions comprised of the appropriate technology products & services either from the channel or from VMware


Good first degree, ideally with business and/or technology orientation English skills of the highest standard are required, both written and spoken

Professional Experience

Experience of having successfully built a sales team in region/country for a significant international computer software vendor, with experience of progressively larger leadership roles with a demonstrable success Experienced in scaling, leading and running, a software business in region/country with substantial services and solutions bias, ideally with exposure to having led a shift in sales orientation from technology product to solutions Experience of, and comfortable with, working in a matrix organization, with accompanying evidence of having achieved results through influence rather than direct control Ability to identify, qualify and process-manage successful sales processes, working often at multifunction level in client companies, and with external partners. Experience in delivering solutions to multinationals will be highly valued Significant line management experience in order to understand organizational and resource issues and potential conflicts Comprehensive knowledge of the market and those companies posing a threat to VMware

Personal Qualities

A leader with presence and authority who has strong potential to step into a broader role in the future High-energy, dynamic and inspirational with charisma Respectful of others Natural communicator with excellent interpersonal communication skills High level of integrity and honesty You need to be team-orientation with ability to nurture team spirit Demonstrated ability to drive actions through a growing organization and comfortable working in a matrix organization where attainment of goals often involves influence Ability to prosper in a fast-paced, fast-growing and changing environment, with the thirst to embrace this change

We are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation or age

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