VMware Global – Atlanta – $ 100.000+

This role will provide leadership and support to one of the major sales regions in the Americas. Responsible for driving sales productivity, sales forecasting, sales analytics and modeling, deal structuring, discounts process, incentive compensation initiatives, and field automation initiatives while working closely with the Americas Operations leader and respective Area Sales VP.

Primary Responsibilities

  • Administer, manage and report on revenue forecasting using VMware methodology and automation/forecasting tools; drive adoption of forecasting tools and dashboards within respective regions
  • Drive standards of performance and specific actions that drive sales activities at the territory level that is consistent with predefined success criteria for the sales organization; track and report on these activities on a periodic basis
  • Generate weekly forecast and metric reports & provide analysis for Sales Management
  • Proactively diagnose the analytical requirements of the sales organizations; design and deliver reporting to meet their requirements
  • Develop comprehensive pipeline reporting tools
  • Partner with Sales Management on business planning and strategy for their respective sales areas
  • Assist in the structuring and approval process of Enterprise License Agreements
  • Setup, maintain, and modify sales territories and provide comprehensive analysis of territory alignment decisions
  • Assist in all facets of sales planning, inclusive of regular updates to quotas, headcount and sales plans
  • Work with the CRM team to define business requirements and support the sales organization


  • 7-10 years experience in Sales Operations or Business Operations
  • Superior analytical skills
  • 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 preferred

Is this a remote or multiple location position? No

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