Field Commerce Executive

**Field Commerce Executive - APJ**

**Why will you enjoy this new opportunity?**

VMware is seeking a Senior Leader to work with its APJ Field Commerce Team. The team is responsible for shaping some of the largest and most complex deals in the industry ensuring customer success on their Digital Transformation.

We are extending the reach of the Field Commerce Executives Team, building on the success of the current Team in EMEA and North America who drive large & complex deals acting as core part of VMware. This role will compliment a small focused executive team providing insight and guidance during CXO conversations that are both credible and creative based on real life industry experience.

**Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?**

The key deliverable is to increase major deals by focusing on business value whilst building strategic relationships at CXO level within customers. In addition, the role is expected to help create, shape and evolve a commercial function to elevate the value and conversations VMware brings to organizations globally.

The Field Commerce Executive Team is pivotal in combining business strategies with complex commercial and technical constructs bringing value to the customer as well as VMware. The role will involve agility and flexibility from a commercial perspective whilst ensuring rigorous governance and control mechanisms.

The Field Commerce Executive will be charged with engaging at CXO level, presenting to boards where appropriate to help organisations understand the value and business benefit VMware brings.

**Primary Objectives**:

- Ensure an increase in value for delivery of complex deals by ensuring key CXO stakeholders are fully engaged and aware of the value of VMware.
- Support pipeline creation for major deals ($10m+) ensuring current and future targets are exceeded.
- Shape and build a commercial team with the other FCE (Field Commerce Execs) to ensure the capability scales and will deliver significant value.
- Create commercial structures focused on customer needs to enable strong growth supporting customer value in all deals.
- Support senior enterprise sales leads offering the customer perspective providing constructive feedback to help develop capability and understanding.
- Create and manage a programmatic capability including all relevant artefacts to help scale this capability.
- Establish and embed customer business case templates to assist in the execution and promotion of complex deals.

**Experience**
- Senior Commercial Executive with an embedded background in (or selling to) either Financial Services, Manufacturing or Public sector, that can operate at a CXO level in the APJ region.
- Held or directly supported a CXO level role in major global / regional organisations.
- Led large scale transformational programs, launched new business platforms and driven cost reduction initiatives in major organizations.
- Strong commercial acumen capable of creating, developing and challenging transformational business cases.

**Core Competencies**
- Senior leader and highly motivated who takes initiative and drives through strategy to execution.
- Highly trusted individual with industry reputation who maintains and expects high standards for self and team.
- Solid business acumen which appropriately balances creativity, entrepreneurship and risk taking.
- Confident communicator, both written and oral.
- Strong control mechanisms combined with open communication style to ensure issues are highlighted, communicated, and resolved quickly.
- Able to work collaboratively and productively across multiple internal and external teams to lead, influence, and shape strategy to deliver outcomes.

**The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**

**What is the leadership like for this role? What is the structure and culture of the team like?**

The Field Commerce Executive must demonstrate experience in delivering major transformation programs potentially inclusive of Operations, Outsourcing, Offshoring, and developing new commercial models.

**Where is this role located?**
Flexible: The role is considered flexible and will be a mix of working from a local VMware office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable commute of the office.

**What are the benefits and perks of working at VMware?**
- Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
- Generous Time Off Programs
- 40 hours of paid time to volunteer in your community
- Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities
- Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
- Wellness reimb