Director - Business Operations - VMware - Tokyo

Job description
Responsibilities:

* Primary Business Partner for Japan General Manager, able to represent Japan leadership within APJ and Corporate executive forums and project teams and also in implementing initiatives within the Japan Region


* Able to participate in, facilitate and lead discussions on Business Transformation, Strategy and Planning; leverage personal experience to influence discussion as value-added and respected contributor

* Direct responsibility for building, maintaining and developing a strong brand for the Business Operations function within the Japan business respected throughout the Sales organization internally and where appropriate externally with Partners and Customers; representation of the values and requirements of the APJ Operations Plan.

* Direct Responsibility for driving the various Business Planning and Review Cadences within Japan (including weekly Current Quarter Deal Reviews and Forecast, Quarterly Regional Reviews with APJ, Twice yearly Interlock Planning and Quota-setting, Named Account List and Segmentation

* Establish and nurture partnerships with other functions (Marketing, Technical Services, Education etc.) exploring how interactions with these functions can be enhanced to the ongoing value to the Japan business

o Example partnerships include: cross-functional Business Planning and Regional Review design; Sales & HR re Compensation Design; Legal, Finance & Sales re Deal Structuring; Marketing & Sales re Propensity, NPI and Sales Plays; Customer Advocacy; Finance re Business Investment Plan and Budget Control; Finance re Pricing initiatives and programs

* Drive change in Sales Leadership to adopt new initiatives, systems and process through value messaging and consistency in practice

* Represent and Support APJ Operational Leadership as required, with the capacity to work more broadly than the Japan Region

* Day to Day Organization Leadership and Functional Management of the Japan Business Operations team including the responsibilities of:


o Team Management, Recruitment, Performance and Development; matrix responsibility for ensure supporting functions feel part of the Operational effort including Deal Desk, PSO Operations and the Shared Services Team
o Sales and Partner Operations including SalesForce.com Forecasting/Pipeline Management, Reporting and Analysis, Sales Tools, Quota and Commissions, Quote, Order & Transaction support, New Hire on-boarding
o Commercial Operations including Deal tracking, structuring of Special Pricing agreements and Enterprise License Agreements; focal point for Large Bid Management and Facilitation
o Foundational elements of Operations including Territory Planning, Data Quality, Data and Account Structures and Hierarchies, Planning elements and Governance in Single Source of Truth for Analyses
o Assurance of Regional support and participation in influencing, designing, reviewing, testing, communicating and training of APJ approved projects
o Minimize non-Customer facing time for the Field, eradicating duplication, resolving Customer and Partner Operational escalations and promoting VMware’s ease of doing business with
o Management of the Current Quarter, preparing, chairing and reporting from Regional Business Reviews

Required Experience:

* 8-10 years’ experience in a Sales Operations or Business Operations leadership role, with strong people management experience

* Superior analytical skills with an ability to partner with a diverse audience within the business

* Strong interpersonal, influence, presentation and relationship skills

* Project facilitation / management

* Commitment to Employee Development and Team Collaboration

* US Multinational / Enterprise Software Sales and Operations Experience welcomed

* Experience of CRM systems especially SF.com is strongly preferred.

* Enterprise software sales experience a plus

* Fluent in the languages both of Japanese and English

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