Job Description VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center (SDDC) to hybrid cloud computing and the mobile workspace.
VMware's SDDC Americas Sales Specialist organization is expanding and looking for an experienced Analyst for its Strategy Team supporting the SDDC Sales leaders. The specialist field sales team primarily covers the NSX, AVI, Velocloud, Cloud Management, VMWare Cloud Foundation and Hypercoverged Infrastructure (HCI) product portfolio.
The Sales Analyst is responsible for leading efforts for VMware's SDDC Americas Sales Specialist organization to optimize operational performance of SDDC sales process by utilizing industry best practices in Business Process Management (BPM), business process continuous improvement methodologies, like Lean Six Sigma (LSS), and by enabling data-driven decision making through statistical analysis of data on Key Performance Indicators (KPI's) on quality, speed, dependability, flexibility, and cost; like sales close ratio, sales lead time, sales pipeline and capacity planning.
The individual will work closely with the SDDC Americas Sales organization and the sales leaders to:
- identify and drive process optimization initiatives,
- ensure successful implementation of process changes though leveraging change management best practices,
- ensure desired process performance going forward through monitoring and analyzing of KPI data, and taking appropriate actions and driving continuous improvement
Job Role and Responsibilities:
The Sales Analyst will report directly to the Director of Strategy and Planning in the SDDC Americas Sales Specialist organization and will support the key team activities to:
- ensure processes are designed and improved to meet quality, speed, dependability, flexibility and cost objectives
- ensure process documentation provides visibility to key customer touch points by using customer journey maps
- use process knowledge to assist with developing appropriate sales planning and control activities
- work with Sales Leaders on Field Sales capacity management by identifying sales capacity requirements and demand, and analyzing capacity mismatches and linkages to field territory alignment
- work with Sales Leaders to help with sales resource planning and control
- support and participate monthly S&OP sessions in ensuring sales capacity is aligned with revenue demand
- participate in the re-designing sales processes to position the team for a SaaS market
Key Responsibilities:
- Document current processes, KPIs, data sources
- Evolve and define key metrics, KPIs, for quality, speed, dependability, flexibility and cost
- Facilitate process analysis sessions (Value Stream Mapping (VSM), etc.), carry out KPI data analysis to identify process and performance gaps
- Identify and help prioritize process improvement, automation opportunities
- Ensure sales processes meet customer requirements and align with market processes
- Develop and drive program execution plan to resource and drive improvement initiatives
- Develop control plans to ensure sustained operational performance
- Work with Sales Leaders and Account Executives, to assess organizational change readiness, and help develop change plan to ensure success in implementing changes to improve sales process performance including communications and training
- Support the development and implementation of sales process KPI dashboards to effectively monitor, analyze ongoing KPI performance to inform continuous improvement activities
Key Skills/Experiences:
- Bachelor's degree in business administration, statistics or related discipline
- 5-10 years of professional experience (with 2-4 years in Process Excellence capacity) in driving large, cross-functional and global process re-engineering and improvement initiatives with demonstrable business results
- Experience with process excellence industry best practices like BPM, LSS, Lean Methods like Value Stream Mapping (VSM)
- Experience understanding and facilitating change in a challenging and dynamic environment - handling challenge from senior stakeholders, push back from business-as-usual teams and a lack of understanding/appreciation of the benefits of industry best practices like LSS
- Strong facilitation skills and experience in managing senior stakeholder (Senior RD level and up) relationship, partnership and interactions
- Strong and open communicator using both verbal and written modes - shares ideas and experiences, drives engagement, actively involves people
- Strong analytical skills and capability to communicate valuable insights from data
- Experience with statistical analyses tools like R, Minitab, SAS, other
- Experience with process mapping tools like IBM Blue Works Live, Visio
- Experience with a programming language, preferably Python
- Proficient in PowerPoint, Excel
- Ability to learn new systems and tools
- Ability to deal well with ambiguity, manage priorities, work independently
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.
