VMware Manager DET Business Operations in Heredia, Costa Rica

The DET Business Operations Manager, Costa Rica is responsible for leading and managing a team of high performing Business Operations Analysts out of Costa Rica, to support the efforts of the overall DET Business Management function, in helping drive sales force effectiveness. This manager manages functions essential to sales force productivity across Dell Technologies. These include planning, reporting, quota setting and management, sales process optimization, sales program implementation and sales compensation administration.

The DET Business Operations Manager is responsible for leading a team that will be critical to enabling the overall productivity and effectiveness of the Global DET organization. Reporting to the Directors of DET Business Operations, the Manager fosters close working relationships with internal (VMware) and external (Dell Technologies) stakeholders to ensure the DET and Dell Technologies sales organization’s efficient operation and success.

Job Responsibilities:

  • Deploy and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency via adoption of planning, forecasting, and budgeting approaches used by VMware and Dell Technologies. Works with the DET Directors of Business management to ensure planning, forecasting, and budgeting effort are appropriately integrated with other planning processes employed within VMware and Dell Technologies

Responsible for recruiting, training, motivating and mentoring a team of high performing Business Operations Analysts who would be responsible for outcomes that include but are not limited to below:

  • Providing ad-hoc analysis to support the needs of the sales leaders across the entire DET effort, including VMW Sales Leaders and Dell Sales Leaders as relevant;

  • Providing interim dashboards and reporting as needed by the sales leaders, until automated; These will be iterative in nature until the business locks on true needs

  • Working with the IIC and other teams to help drive automation of dashboards once locked

  • Establishing a globally consistent weekly forecasting and pipeline management process and cadence that allows for consistent management of the DET forecast across all GEOs.Create weekly consolidated WW forecasts leveraging this process to support the DET Sales SVP provide an accurate, representative DET forecast to the VMW WW EVP Sales, as well as Dell Leaders

  • Drive a process to equitably assign DET sales force quotas across the different sellers

  • Provide recommendations, based on data analysis, in support of key business decisions that impact the Field Operations.

  • Provide tools and dashboards that help the business track timely assignment of all DET sales organization objectives

  • Partners with leadership across VMware and Dell Technologies to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the DET sales organization by ensuring a well-defined, efficient sales process is in place for launch.

  • Drives weekly and monthly reporting and analysis on key DET performance measures; Includes deep dives to understand root causes of changes in the metrics as relevant

  • Fosters an organization of continuous process improvement and collaborates with the DET Business Operations Directors and COEs to provide business stakeholder input into the global functions

  • Work with the CRM team to define business requirements and support the sales organization

  • Ensures sales reports and other internal intelligence is provided to the DET sales organization. Collaborates with IIC to develop new reporting tools as needed. Coordinates with DET sales leadership, IIC leadership, and other stakeholders to lead efficient and accurate sales force reporting initiatives

  • Supports the consistent implementation of DET initiatives

  • Build, maintain and grow a culture of high performance, with a team of individuals that consistently delivers outstanding results for the organization, while also driving personal growth.Provide mentoring and career counseling to each team individual to enable a continuous environment of growth.

Accountabilities and Performance Measures:

  • Accountable for accurate and on-time reporting and analysis essential for DET sales effectiveness

  • Accurate and timely roll up of the DET Sales Forecast

  • Recruiting, training and retention of a high performing team of Sales Operations Analysts

  • Accountable for the on-time implementation of DET quotas and performance objectives

  • Accountable for the thorough implementation of DET-impacting initiatives

Organizational Alignment:

  • Reports to the Directors of Business Management, DET

  • Directly manages a support staff made up of Sales Operations Analysts

  • Fosters close, cooperative relationships with peer leaders across the VMW COEs, IIC Team and Sales Operations Teams

Minimum Qualifications:

  • Four year college degree from an accredited institution

  • Minimum four years sales or sales management experience in a business-to-business sales environment

  • Minimum four years in a sales operations or sales support management role

  • Minimum three years in successfully managing individual or team of analysts; Proven track record of hiring, training, motivating and mentoring such a team.

  • Experience successfully managing analytically rigorous corporate initiatives

  • Salesforce.com , Excel, and Powerpoint proficiency

Extremely Strong Technical Skills, including strong proficiency in each of the following:

  • Advanced SQL (querying and DB creation);

  • Microsoft Access – advanced level;

  • Advanced Excel, including Visual Basic programming;

  • Some Microsoft Power Query and Microsoft Power Pivot experience;

  • Dashboards creation;

  • Automation of Excel reports (including interaction with other tools such as Outlook)

  • Strong Tableau expertise

  • Experience in managing extremely large and complex data sets; Proven ability to drive accurate insights through complex data

  • Experience with with Comp/Commissions, including establishing comp plans and supporting Sales Team compensation enquiries

  • At least 4 years of Forecasting, data modeling experience

  • Experience working with BI/Systems Engineering teams as translator of business needs/technical requirements

  • Experience assigning quota across complex sales organization

  • Clear and effective in communicating in written and oral Spanish and English

  • Experience in effectively working with, gaining trust of and supporting sales teams, including Senior Sales Leaders

  • Strong track record of working effectively across functions to achieve business objectives

Job Requirements and Working Conditions

  • This position may require travel, including worldwide travel

  • Location in Costa Rica only

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.