Job Description

The Director of Business Development for Mobile RAN is responsible for managing a team global of business development professionals chartered with developing new and existing opportunities for VMwares portfolio of Open vRAN and Private Connectivity solutions, Telco Cloud, Automation, AI/Intelligent Operations Products for the Telecommunications vertical market. This position will engage with our most strategic service providers to Envision, Build, and Launch new converged fixed/mobile services that have our solutions designed into the fabric of the service.

The position requires this individual to work closely with, and in support of, the VMware core Telco Global Account Sales Teams by coordinating and executing a joint sales strategy and sales approach leveraging VMwares Telco Business Unit resources and expertise. This extended team approach is driven to a common goal of developing projects to grow revenue for Telco & Edge Cloud Platforms, Products, and Solutions, ensuring accounts are developed, agreements are executed, and deployments initiated in a coordinated and systematic manner across the cross-functional teams. The role is based in the US.

Responsibilities:

Provide leadership, management and development for the global business development specialist team for RAN. This team provides overlay sales and business strategy support, solutions, and business domain expertise to the VMWare telco sales teams. Key areas of contribution will include:

* Lead execution of strategic sale motion for open vRAN and Private Connectivity that drives the insertion and adoption of new emerging platforms, products & solutions from the Telco & Edge Cloud Business Unit.
* Strategy market research and sales strategy analysis focused on the disruption and transformation of wireless access networks and business models in their target market. Maintain joint business scorecards across the TEC (Telco & Edge Cloud) team and field sales teams. Assist field sales teams to develop longer-range joint initiatives or ventures that require mutual investment from VMware and key customers.
* Route-to-Market and Go-to-Market - experienced in understanding and developing strategies and tactics for disrupting existing markets and building new partnership constellations and ecosystems. Maintains a robust network of relationships across the landscape of legacy and new 3GPP vendors, and system integrators.
* Exec relations support field Telco sales management to maintain senior relationships in key accounts.
* Industry Evangelism speaking at regional trade events, working with marketing on community development events, regional analyst relations, blogging, etc.
* Workshop ideation & facilitation design, organize and facilitate workshops with business decision-maker executives and managers across the journey of envisioning new service opportunities to accelerating the GTM co-marketed solutions.
* Field Enablement development/delivery of value positioning, collateral and sales readiness training necessary to support field sellers to effectively sell into the target accounts. Working with the TEC Field Readiness team to develop and deliver sales and technical enablement.
* Tracking and Report working across region on pipeline curation, forecast accuracy, and dashboard reporting.
* Leadership and Management - Provide leadership, management and development for the global business development specialist team for RAN.

Experience Required:

* Minimum 10 years of management experience leading a global overlay team sales business development of sales specialist focused on the mobile CSP market.
* Minimum of 8 years of relevant experience selling RF access network solutions to mobile network operators, RAN operations, RAN planning, RAN engineering.
* In addition to RF experience, a minimum of 3 years of relevant experience selling virtualized VNF/CNF based solutions, domain orchestration, or cross-domain service orchestration to mobile operators is highly preferred.
* 10-15 years of experience in Business Development and business strategy consulting in Telecommunications.
* Confirmed experience selling complex technical solutions into wireline/wireless service providers including Service Assurance, Experience, and Analytics inclusive of AI & ML technology domain expertise.
* Experience coordinating matrixed virtual teams of field professionals (Sales Executives, Field SEs, Inside Sales, Field Marketing, Services, etc.) in strategic planning and large account selling
* Consistent track record of successful business development in a highly competitive environment
* Consistent record of post-sales engagement management, driving from sale to the initiation of deployed solutions
* Minimum of 3 years business development experience engaging with service provider product management to envision/build/launch new business services for monetization.

Education/Experience:

* Undergraduate technical degree or equivalent experience
* MBA desirable

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

VMWmulticloud

Category : Sales
Subcategory: Business Development
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-01-19

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