Director - Accelerate Advisory Services - EMEA - VMware - Frimley

Job description
VMware Accelerate Advisory Services is a Global program investing in our strategic account base to create transformation strategy in strong alignment to their business goals that is actionable, fundable, and measurable. The Advisory Services team work closely with strategic account teams and sales leadership to drive adoption of VMware solutions into the global and strategic accounts segment of VMware’s Business. The Advisory Services team routinely engages with Director, VP and C-level executives, both internally and externally, providing perspective and guidance on long-term business/technology strategy, investments and innovation drawing upon their depth and breadth of technical and business management knowledge. The Advisory Services team combines the competencies of strategy consulting, deal structuring and project management and leads cross-functional project teams on high-profile engagements, facilitates executive workshops, represents VMware at executive forums, and educates VMware account teams on strategy best practices and industry trends.

The EMEA Advisory Services Director is responsible for leading the development and execution of the Advisory Services program and engagements by developing the solutions, methodologies, process, people, tools, and partnerships to deliver high value services, fill gaps, and accelerate deal closure for VMware customers on the journey to an ITaaS model. This role manages a team of regional leaders for Southern, Northern and Central EMEA and reports into the EMEA VP of Technical Services. This role also shares management of a shared services team of analysts in India with the Advisory Services leaders for the Americas and Asia Pacific geographies.

JOB REQUIREMENTS:
Key Accountabilities & Team Leadership

* Own and lead the various dynamics and functions of Advisory Services: Strategy Development, Solution Engineering & Architecture, benchmarking and value modeling

* Develop industry best practices, methodologies, and consulting capabilities into a mature, enterprise-class model

* Facilitate application of lessons learned and best practices across engagements to minimize risk and maximize value to the customer

* Create strategic plans to grow VMware’s platform and services business in alignment with customer needs and partner capabilities

* Develop strong, positive relationships with the VMware Sales, Technical Sales, Marketing, Channel, Management, and Operations Teams

* Manage performance measurements designed to track and report progress against the VMware sales strategy. Oversee workshop and delivery activity and participate as needed to help qualify pursuit opportunities, influence strategy, and ensure customer satisfaction

Cross Functional

* Lead the VMware Advisory Services strategy via the teams to achieve VMware’s objectives including Enterprise sales growth, customer satisfaction, product diversity growth and customer engagement

* Be a collaborative partner with other Global Advisory Services leaders in the Americas and APAC to deploy and optimize new service solutions to achieve growth targets

* Work with Marketing to develop executive messaging and support executive events and engagement

* Work with Sales, Professional Services and Deal Desk to define winning service delivery strategies for strategic Enterprise client propositions

* Setting team targets whilst managing and monitoring performance accordingly

* Leading Managers to troubleshoot areas of poor performance and identify
strategies/solutions to resolve both immediate and long term issues

* Succession planning throughout the business segment supported by working with the Global Advisory Services program lead to create a defined learning and development approach for the team

Key Performance Indicators (against each key accountability)

* Customer Growth is measured on the business pipeline and bookings in target Global and Enterprise accounts/territories on a half yearly basis

* Customer satisfaction is tracked through Customer Satisfaction Surveys and customer references

* Product diversity is measured on the bookings in target account/territories for products outside the core server virtualization products

ROLE DIMENSIONS

* Reports: 25-35

* Location: Frimley with up to 50% travel

* Work within budgets set out. This will include headcount and all costs associated within
your responsible area

* The Advisory Services team in EMEA consists of Business Solution Strategists and Business Solution Architects; the number of team members will fluctuate as we grow. The EMEA team is supported by an intern in EMEA and analysts in India

* Recruit, hire, develop, and retain talent as required to grow and scale the VMware
Advisory Services organization

* Responsible for adhering to company security policies and procedure as directed

MAIN CONTACTS (external/internal)

* VP, EMEA Technical Services – Weekly basis

* Regional Advisory Services leaders – Daily basis

* Regional Enterprise Directors – Weekly basis

* Global/Enterprise customers – Daily basis

* Functional Support teams – Daily basis

* Advisory Services team – Daily Basis

* Peer Management team – Daily basis

PERSON SPECIFICATION

* Solid experience in the IT industry across various technical, sales, consulting, sales support, and/or technical support roles

* Track record in delivering on a customer service model with exceptional results

* Extensive technical management experience responsible for large teams with diverse skill
sets

* Expert knowledge of business operations across various industries

* Mastery in various computing technologies

* Experience with common as-a-Service offerings with various service providers across
various solution stacks (infrastructure, platform, software)

* Strong knowledge of IT Service Management and Service Delivery, ITIL certification
preferred.

* Expert knowledge of data center strategy, capacity, utilization, disaster recovery, and
migration & consolidation and best practices

* Great understanding of the IT industry and various technologies

* Significant operational management experience within a software vendor environment

* Effective trouble shooting and analytical skills and ability to manage complex projects

* Effective cost centre management and budgetary control

* Compelling business case formation and follow through

* Ability to meet challenging targets within tight deadlines

* Proven track record of change improvement meeting strategic objectives

* A great attitude with internal customers and external parties, excellent written, verbal, and
communications skills

* Ability to inspire and motivate others

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