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Director, WW GTM Strategy

VMware Carbon Black

VMware Carbon Black provides transformative solutions that create a world safe from cyberattacks.

Job Description

Why will you enjoy this new opportunity?

The Director, WW Go-to-Market (GTM) Strategy is a critical role within the VMware GTM organization. You will develop and execute sustainable strategies to transform VMware GTM, launch new VMware multi-cloud and cross-cloud services, accelerate growth and drive business goals. You will work cross functionally across all levels of the organization and support execution of high-impact strategic initiatives. You will be successful in this role if you are a ‘Strategic Doer’ with great energy, initiative, and leadership qualities and with a track record of exceeding performance expectations and metrics in a fast-paced high-tech organization.

As you join VMware, you will help grow a company that makes meaningful and significant technology solutions and is committed to being a “force for good” in technology. Our mission is to become the trusted foundation for accelerating innovation in an unpredictable world. VMware software is essential for making the applications and devices your family and friends use every day a reality. Which means your work is essential for transforming everywhere.

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

You will lead and contribute to on-going initiatives for our continued journey to SaaS. Specifically:

  • Develop a detailed understanding of VMware GTM strategy and planning
  • Understand field engagement models and drive evolution of GTM rules of engagement for SaaS business model
  • Assess sales metrics and performance and identify opportunities for improvement
  • Partner with sales and operations leaders to design segmentation, coverage, capacity planning and compensation models

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

You will work collaboratively to frame hypotheses, gather, and analyze data, develop options and recommendations, and support strategy execution.

Job Responsibilities

  • Lead the evolution of VMware GTM strategy for Multi-Cloud and SaaS transformation in FY23 and beyond
  • Engage with cross-functional teams (Sales, Marketing, Customer Success, Renewal Sales, Customer Success, Professional Services, Partners/Alliances, Finance, Business Ops) in business planning and to drive strategic and operational initiatives
  • Evaluate industry trends, technological shifts, and market dynamics and perform insightful internal and external research, benchmarking, and analytics
  • Build high-quality data models and C-level presentations
  • Collaborate with WW and Geo Sales Acceleration teams on GTM process development and strategy execution
  • Drive alignment and best practices application across Geos/regions and shared functions to implement the GTM strategy globally
  • Provide thought leadership, drive program management and support execution of high-impact strategic initiatives


  • 10+ years of extensive and progressive experience in global Software and SaaS Sales/GTM strategy
  • MBA preferred, top-tier strategy and operations consulting experience preferred
  • Experience in strategy and operations consulting, enterprise technology sales/strategy planning and operations, or a similar role
  • Experience managing programs/projects and large-scale transformations
  • Highly motivated, self-starter, strategic/analytical thinker with a “can-do” attitude, flexibility to accommodate evolving business needs and a keen eye for details
  • Strong communication, executive presence, interpersonal, and organizational skills
  • Ability to engage and influence individuals at all levels

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

The Hiring Manager for this role is the Senior Director, WW GTM Strategy and is based in Palo Alto. The GTM strategy team is composed of ex-consultants and strategy professionals with expertise in strategy development and transformation in high-tech organizations. The team is empowered to collaborate with a broad set of cross-functional stakeholders to quickly drive results and impact.

The overall Corporate Intelligence, Integrated Business Planning, and GTM Strategy team has 20+ team members in various locations in the US.

Where is this role located?

Remote: This role is fully remote, allowing you the flexibility to work from the location you feel most productive and comfortable.



This job opportunity is not eligible for employment-based immigration sponsorship by VMware.
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

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.

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Director, WW GTM Strategy

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VMware Carbon Black

VMware Carbon Black provides transformative solutions that create a world safe from cyberattacks.

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