Job Information

VMware Vice President, Sales Acceleration & Business Insights in Palo Alto, California

The VP, Sales Acceleration & Business Insights, is accountable for the successful strategy, design, deployment, and effectiveness of VMware’s partner and commercial sales acceleration operating model, business insights & compliance. This role will report directly to the Senior Vice President of WW Commercial and Partner Sales.

The ideal candidate is a strategic business leader with strong financial acumen and proven xAAS industry expertise in driving highly innovative sales acceleration transformation. The role requires a track record of balancing strategic thinking, driving transformational change, and executional rigor delivering on current business priorities. The role also requires experience working with sales, a deep understanding of field and partner organizations and successful collaboration in highly matrixed environments.


  • Define and execute VMware’s WW Commercial & Partner sales acceleration strategy in conjunction with functional business leaders, xRTM sales leaders and business units, successfully executing current capabilities while building transformational operating strategy.

  • Amplify Corporate priorities though a Sales Initiative governance and operating model that orchestrates solutions-based marketing, sales enablement & playbooks, marketing-driven demand generation, etc. resulting in efficient & aligned xRTM activation.

  • Define and lead VMware’s Partner Rules of Engagement operating model.

  • Build & deploy a successful partner profitability model leading the Incentives & Investments team and partnering with Corporate Finance.

  • Develop, manage and integrate key business priorities into partner and commercial KPIs, as well as ensure integration of partner and commercial business visibility into WW and GEO-level business management systems.

  • Manages and directs governance of all investments and incentives for the review of existing and proposed requirements for changes or new incentives.

  • Accountable for leading Partner business compliance; collaborates with the corporate compliance team.

  • Works in close collaboration with the Partner Operations and IT on delivering end-to-end Partner Investment and Incentive solutions, products and services to the business.

  • Leads prioritization and collaborative interlock with Operations and IT to design and implement policies, operational processes, capabilities, and infrastructure to deliver automated systems, tools and processes to drive business visibility & insights.

  • Accountable for WW CPO sales operations oversight, including sales compensation, RTB dashboard, etc. through partnership with corporate Sales Operations business partners.

  • Partner with our WW CPO Strategy & Planning, GEO strategy and sales leads to land an operating model to accelerate revenue across all stages in the customer lifecycle through the partner ecosystem.

  • This is a highly cross functional role – requiring close collaboration with other partner groups in VMware.

  • Influence senior executives to drive transformation.

Required Skilled/Experience

  • 10+ years’ experience GTM/acceleration, business tools, insights-driven capabilities and building at-scale operating models.

  • Advanced degree in Marketing, Business, Finance or equivalent experience preferred.

  • Demonstrates exceptional leadership skills with the ability to create and drive vision across organizations.

  • Proven leadership in a global software organization with significant matrixed sales management responsibility.

  • Strong capability of Financial modeling while also demonstrating understanding of how incentives drive partner performance.

  • Strong knowledge of SaaS based Sales compensation strategy.

  • Solid understanding of xAAS sales cycles and customer consumption models.

  • Strong interpersonal and team building skills; proven ability to work with a diverse team and influence and drive change across functional and business boundaries in a face- paced environment.

  • Demonstrated expertise and success in the analysis, design, and automation of business processes.

  • Deep experience in supporting partner sales organizations, processes, and strategy and can be a trusted advisor to sales leadership.

  • Expert knowledge of typical incentive plan structures in enterprise software (front end discounting, back end rebates, CO-OP MDF).

  • The ability to operate effectively in a rapidly scaling, dynamic environment, be able to manage multiple stakeholders and groups simultaneously and have strong communications skills.

  • Demonstrated ability to apply analytic techniques to open-ended business questions.

  • Excellent communication skills and tactful diplomacy especially around communicating financial trends.

  • Possesses highest level of integrity, honesty and professionalism.

Category : Sales

Subcategory: Partner Programs

Experience: Executive

Full Time/ Part Time: Full Time

Posted Date: 2020-06-28

Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.

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

Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.