Director - VMWare Sales

SHI International•Austin, TX

3d•$225,000 - $325,000

About The Position

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services. Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy: Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S. Continuous professional growth and leadership opportunities. Health, wellness, and financial benefits to offer peace of mind to you and your family. World-class facilities and the technology you need to thrive – in our offices or yours. Job Summary Director of Sales – VMware is responsible for retaining, expanding, and accelerating value realization across our VMware by Broadcom customer base, with a strong focus on VMware Cloud Foundation (VCF) and Advanced Services. This leader owns the end‑to‑end post‑sales customer success strategy, ensuring customers achieve measurable business outcomes, adopt VCF capabilities at scale, and successfully renew and expand their VMware investments. The role partners closely with Sales, Services, and Broadcom to operationalize a repeatable customer lifecycle. Role Description VMware Customer Success Strategy Define and lead a scalable Customer Success framework for VMware customers. Ensure high‑value customers have structured success plans spanning onboarding, adoption, optimization, and renewal. Drive consistent executive engagement, quarterly business reviews, and outcome‑based success metrics. VCF Adoption & Customer Outcomes Lead customer adoption of VMware Cloud Foundation (VCF), including core platform capabilities and Advanced Services. Translate technical capabilities into clear business outcomes such as modernization, operational efficiency, security, and cost optimization. Champion standardized adoption roadmaps, Jumpstart engagements, and maturity assessments. Services Entitlement & Value Realization Own strategy and execution for VMware services entitlement consumption. Partner with Services, Presales, and Program teams to align staffing, delivery plans, and consumption timelines. Ensure customers fully realize the value included in their VMware subscriptions. Partner Closely with Sales & Broadcom Align Customer Success motions with Sales to support renewals, expansions, and long‑term account growth. Collaborate with Broadcom Account Directors on success planning, renewals, and performance expectations. Support creation of verified customer success stories that fuel future sales. Build & Lead a High‑Performing Team Lead and develop Customer Success Managers and supporting program resources. Establish clear operating rhythms, KPIs, and performance expectations. Drive enablement, certification, and consistent execution across the team. Success Criteria High renewal rates and measurable expansion within the VMware customer base Strong adoption of VMware Cloud Foundation and Advanced Services Predictable, efficient consumption of VMware services entitlements Clear, documented customer outcomes and executive‑level success stories A scalable, repeatable Customer Success operating model aligned to VMware and Broadcom expectations Behaviors and Competencies Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement. Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions. Business Acumen: Can provide strategic guidance and insights to drive overall business success. Communication: Can lead and model exceptional communication at all levels of the organization, develop and implement communication strategies, and coach others to improve their communication skills. Change Management: Can lead and model exceptional change management at all levels of the organization, can develop and implement change management strategies, and can coach others to improve their change management skills. Collaboration: Can lead complex team projects, inspire others to collaborate effectively, and foster a culture of mutual respect and shared purpose. Customer-Centric Mindset: Can lead strategic initiatives focused on improving the overall customer experience. Inspires and mentors others to adopt a customer-centric approach, fostering a culture of customer focus throughout the organization. Problem-Solving: Can lead strategic problem-solving initiatives, inspire others to improve their problem-solving skills, and foster a culture of proactive problem-solving. Results Orientation: Can inspire a culture of results-orientation across the organization, setting high standards and holding everyone accountable for achieving results. Strategic Implementation: Can lead the development and execution of comprehensive strategic plans, inspire and guide teams, and drive organizational change to achieve strategic objectives. Creativity: Can lead organizational transformation by fostering a culture of creativity, inspiring others, and driving breakthrough innovations.

Requirements

The capability to design and implement solutions strategies that align with the overall business strategy. - Expert
Skilled in engaging and managing relationships with stakeholders to ensure alignment and successful solution outcomes. - Expert
The expertise in managing and executing technical tasks related to solutions development and deployment. - Expert
Skilled in assessing and addressing potential risks to ensure smooth solutions operations and safeguard organizational interests. - Expert
The ability to manage, drive and adapt to organizational change while maintaining team morale and productivity. - Expert
Skilled in understanding and addressing customer needs to drive satisfaction and business growth. - Expert
Senior leadership experience in Customer Success, Post‑Sales, or Services within enterprise technology
Strong working knowledge of VMware technologies , especially VMware Cloud Foundation (VCF)
Proven success driving customer adoption, renewals, and account growth
Experience operating in partner ecosystems and collaborating with vendors
Ability to lead cross‑functional teams and influence without direct authority
Executive presence with customers, partners, and internal stakeholders
7-10 years of experience in Information Technology or a relevant functional area
4+ years of experience in a management position required
Ability to travel to SHI, Partner, and Customer Events
Ability to travel 25%

Responsibilities

Define and lead a scalable Customer Success framework for VMware customers.
Ensure high‑value customers have structured success plans spanning onboarding, adoption, optimization, and renewal.
Drive consistent executive engagement, quarterly business reviews, and outcome‑based success metrics.
Lead customer adoption of VMware Cloud Foundation (VCF), including core platform capabilities and Advanced Services.
Translate technical capabilities into clear business outcomes such as modernization, operational efficiency, security, and cost optimization.
Champion standardized adoption roadmaps, Jumpstart engagements, and maturity assessments.
Own strategy and execution for VMware services entitlement consumption.
Partner with Services, Presales, and Program teams to align staffing, delivery plans, and consumption timelines.
Ensure customers fully realize the value included in their VMware subscriptions.
Align Customer Success motions with Sales to support renewals, expansions, and long‑term account growth.
Collaborate with Broadcom Account Directors on success planning, renewals, and performance expectations.
Support creation of verified customer success stories that fuel future sales.
Lead and develop Customer Success Managers and supporting program resources.
Establish clear operating rhythms, KPIs, and performance expectations.
Drive enablement, certification, and consistent execution across the team.