Director, SaaS and Multi-Cloud Strategy and Operations

The subscription economy is mainstream and growing. Customers want faster access to product updates, ongoing support and education, and flexible consumption and commercial models. VMware is listening to our customers and partnering with them to provide VMware Cloud commercial models and purchasing mechanisms including VMware Cloud Universal credit program and Commitment Based Cloud Contracts to consume VMware technology as a subscription in their on-premises and cloud deployments.

The role will be responsible for defining the Strategy to accelerate VMware’s transition to SaaS and Multi-Cloud which is a top priority for the company. The right person in this role will use a wide variety of data sources to develop analysis, scenarios, and insights to help the team identify paths to subscription and cloud growth, address key challenges, and make the right decisions. The work will focus on developing a deep understanding of what is needed at VMware to transition from a predominately license and maintenance business to a subscription and SaaS business over the next 3-5 years. The required analysis will be broad ranging across market, customer, financial, product, and sales data to help with planning, prioritization, and investments.

This is a highly impactful and visible role, working with the executive leadership (CEO, President) informing VMware’s strategy on driving subscription/SaaS and engagement with a variety of customer personas to accelerate VMware’s transformation to a modern multi-cloud SaaS company. The person must be savvy of technology industry dynamics and trends, develop a deep understanding of our business, be a constant collaborator with cross-functional teams, and a creative producer of offers and content.

Job Roles and Responsibilities:

• Strategy development and execution – Work with the leadership to develop strategy to accelerate Subscription revenue growth, lead ongoing program management for major strategic projects, in partnership with cross-functional leadership team and a wide variety of stakeholders. Structure and execute operational and strategic initiatives by developing work plans, gathering and synthesizing relevant data, leading analyses and developing final recommendations


• Quantitative analysis and financial modeling – Work with large data sets, develop models to compare scenarios, and rate strategy proposals based on quantitative outcomes.


• Market assessment – Become a subject matter expert on subscription and SaaS market conditions and trends, competitive analysis, and industry best practices for the license to subscription journey and commitment based contract offering.


• Develop rigorous, fact based, quantitative analysis to support recommendations; ensure strategic and financial soundness and alignment of recommendations


• Cross-functional stakeholder management – Work across internal stakeholders including sales, product, finance, marketing, partners, customer success, and operations to gather data and help develop strategies and solutions.


• Summarize insights from analysis and clearly communicate analytical finding in a cohesive story. Write and communicate complex business issues in a simple, impactful way. Develop narratives, presentations, and communications to support Sr Dir of Strategy.


• Assist in long range planning, development of annual plans. Own tracking and reporting of business metrics reporting including financial targets, goals with business insights on results and outcomes.


• Enablement: Work with sales support and core sales to help them articulate to prospects and customers the complexities of building a multi-cloud management strategy including how they can
  
  
  
  • Achieve full-stack visibility
  
  
  • Cloud migration
  
  
  • Define multi-cloud architecture
  
  
  • Attain Full-stack observability
  
  
  
  

Required Background and Skills:

• 15+ years of experience in Enterprise Software, SaaS, Cloud products / services within B2B space


• MBA required; 8+ year of post-graduate work in management consulting or corporate strategy preferred preferably focusing on the tech sector


• Knowledge and experience of Subscription and SaaS businesses highly preferred


• Experience in leading complex operational topics and strategy implementation end-to-end, managing stakeholders, balance competing priorities, running multiple time-sensitive projects simultaneously


• Strong relationship-building skills and ability to lead and influence without authority in a highly cross-functional, matrixed organization comprising of BUs, Sales, Marketing, Finance, and Ops teams


• Ability to analyze and synthesize large volume of data and deal with complex uncertain scenarios and incomplete information


• Superior analytical, strategic conceptual thinking, business judgment and problem-solving skills with some understanding of market trends for license to subscription journey


• Ability to thrive in an ambiguous and fast paced environment with an entrepreneurial approach, work autonomously with limited guidance


• Ability to communicate at an executive level and engage with customers with compelling, clear, logical and data driven arguments


• Strong attention to detail and an affinity for metrics and patterns in business performance


• Strong presentation and interpersonal skills, comfortable delivering presentations to large audiences on a global scale


• Exposure to a wide range of data and analytical concepts and methodologies, including:
  
  
  
  • Market sizing
  
  
  • Competitive analysis
  
  
  • Customer needs analysis / primary research
  
  
  • Financial modeling
  
  
  • Portfolio review (e.g. where to invest, where to divest)
  
  
  • Forecasting
  
  
  
  


• Strong communication skills, including an exceptional ability to take complex topics and ideas into simple, compelling narratives and build presentation decks for different audiences


• Get-stuff-done mindset with a strong bias towards action


• Intellectual curiosity & willingness to take ownership of deliverables


• Must have a strong work ethic, expressing dedication to the business and pursuit of the agreed-to business agendas


• Enjoy orchestrating people and wrangling complicated, cross functional challenges


• A strong team player who supports their extended team and embraces ownership, accountability, and responsibility for the team’s work.

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.