Job Description

The CXS Portfolio team is the global VMware organization that creates standardized, best practice customer success, professional services, learning, and support offers for use by VMware and partner organizations. The CXS Portfolio team is part of VMwares Customer Experience & Success (CXS) organization.

The CXS Portfolio team has three major focus areas:

Solutions focuses on the creation of sales-aligned solutions and sales assets Outcome Engineering focuses on the components of the service offering and the delivery/implementation assets Platforms & Apps focuses on the development of platforms and apps that are utilized by our sales and delivery organizations

As part of the CXS Portfolio team reporting to the Senior Director for CXS Portfolio Go-to-Market, the Staff Architect will create, package and publish offerings of business and vertical solutions and frameworks that are widely adopted by VMware sales teams and our partner ecosystem globally. A business solution is one which has a direct business outcome (rather than an IT outcome) and the services we build deliver on the business outcome.

Responsibilities

Solution Packaging

* Assess market conditions and requirements for services aligned to business solutions
* Work closely with the CXS Portfolio Product team to ensure alignment to BU-defined business solutions
* Gather detailed business and technical requirements from the field, BUs, customers and partners
* Define and create the solution / sales plays assets aligned to VMwares Outcome-Focused Approach
* Promote services to the field teams responsible for positioning and selling services and act as SME
* Participate in the sales process to understand business objectives and product requirements, define and recommend effective solutions and services approaches
* Enable the field teams to for successfully sales and delivery of services for solutions
* Work independently and proactively as a team with other Solution Architects and Outcome Engineering teams to ensure underlying services are in place to support the solutions

Sales Assistance

* Help field sales teams with positioning and selling solutions on-demand
* Participate in sales activities to validate the created solutions

Stakeholder Interaction

Work proactively and productively with the following key stakeholders:

* Sales teams responsible for positioning and selling business solutions (e.g. CXS Sales, License Sales, Pre-sales Engineers)
* Business units and other corporate groups who produce business solutions
* Corporate and Field Marketing teams

Outcome Engineering

* Be recognized as an SME for the above roles when the focus is selling business solutions and their implementation
* Engender trust and partnership with the above roles to ensure relevance and alignment

Role Scope

* All business solutions, regardless of technology
* All geographies

Measures of Success

* Solutions are defined, created, and available in a timely manner
* Solutions are well-understood by VMware sales teams and teams are appropriately enabled in their use
* Feedback from stakeholders is consistently excellent
* Awareness, enablement, usage, and feedback is uniform across all geographies and regions
* There is consistently excellent and frictionless partnership with other CXS functions

Attributes and Experience

* A minimum of 10 years experience in Customer Success, Professional Services, or Solution / Sales Engineering
* Services / solutions development experience
* Knowledge of and expertise in Multi-Cloud offerings, VMware technologies a plus
* Proven ability to work in all geographies
* Ability to thrive in a fast-paced environment, demonstrating autonomy in conforming to strategic intent while adhering to team values always
* Proficiency in seeing the big picture with internal constituents and customers and how the key drivers of your efforts and deliverables related to each other and overall success
* Experience with producing business-relevant presentations and technical oriented writing is mandatory
* Professional and Business acumen to assess, understand, and deal with internal and external business situations keenly and quickly
* Demonstrated project leadership experience
* Excellent communications and interpersonal skills across all levels of the organization
* Polished public speaking and presentation skills
* Fluency in additional languages is a definite plus.
* Ability to travel up to 50% globally when travel is applicable again.

This job requisition is not eligible for employment-based immigration sponsored by VMware

Category : Client Support
Subcategory: Customer Support
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-01-12

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