VMware Sr. Director, Sales Operations in Palo Alto, California

Job Description

The Sr. Director, Americas Sales Operations will be responsible for driving and optimizing the performance of the Americas Sales organization. This high impact operational leadership role will be responsible for analyzing and reporting on sales productivity as well as driving key strategic and operational initiatives to improve sales effectiveness and efficiency across multiple sales channels.

Successful candidates will apply advanced analytical and problem solving skills to drive the desired behaviors in our sales leaders and individual sales contributors to leverage best practices and improve performance.

This position will partner with sales leaders, global sales operations, product management and other support functions to provide and receive feedback on what is working and what needs to be changed. Successful candidates will be able to take the feedback and turn it into actionable projects and programs to increase sales effectiveness and results.

Primary Responsibilities

  • Analyze the performance of the sales organization throughout the sales process to identify areas of concern and best practices. Use this analysis to provide feedback and areas of focus to improve performance

  • Develop key metrics to be communicated across the sales organization and to leadership that provide insights into the sales process and effectiveness of the sales organization

  • Create and maintain a sales KPI dashboard that quickly and easily shows the performance of the sales organization.

  • Drive the adoption of the KPI dashboard across the sales leadership team

  • Manage sales analytics and providing detailed and accurate sales metrics to measure effectiveness of the sales team and ROI of new sales initiatives

  • Coach and mentor sales leaders through the rollout of new programs and initiatives to ensure successful rollout and adherence to programs

  • Manage the quota and territory assignment processes to maximize sales productivity

  • Manage administration of the sales commission process


  • 10+ years of work experience in sales operations, strategy/consulting and/or operations roles

  • 5 years' experience directly managing a team

  • Excellent analytical skills to compile large amounts of data into an understandable format for decision-making

  • Significant data analytics, reporting and interpretation experience to support sales operations across product lines

  • Superior analytic and problem solving skills with demonstrated experience in driving decision making

  • Effective interpersonal and communication skills (written and verbal)

  • Effective organizational, multi-tasking and time management skills

  • Strong record of leadership and ability to work effectively cross-functionally

  • Demonstrated ability to develop analytical frameworks to solve complex business issues

  • Execution-oriented

  • Creativity, self-confidence, and flexibility

  • Strong business and financial acumen

  • Advanced MS Excel skills

  • Experience using CRM applications; Salesforce.com or Oracle a plus

  • Enterprise software sales experience a plus

  • Bachelors Degree in Business Administration or related field; MBA a plus

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.