Latam Security Specialist, Team Lead Sao Paulo

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning, and giving back. If you are ready to accelerate and innovate, join us as we challenge constraints and problem solve for tomorrow today.

**Job Role and Responsibilities**:
The LATAM Security Specialist, Team Lead will act as both an individual contributor and the team lead to achieve increased sales and delivery to client expectations in the assigned market. The LATAM Team Lead needs to work closely with the core leadership team and sellers. With a focus aimed at closing strategic business while maintaining sustained transactional sales growth. Collaborating with the entire partner ecosystem to identify, develop, accelerate, up-sell, and close transactions is critical.

The LATAM Sales Specialist, Team Lead is also tasked to grow sales in the territory by leveraging the partner sales community. Their focus is aimed at sales opportunities versus accounts and is achieved by collaborating with partners to identify, develop, accelerate, up-sell, and close transactions. It is expected that this role will increase deal win rates across the entire team, as well as accelerate the time to close on key opportunities.
- Co-develop a partner strategy for the territory to cover in tandem and execute the strategy with specific revenue and profitability targets.
- Effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware Carbon Black opportunities.
- Accountable for an individual quarterly bookings target for VMware Carbon Black products along with packaged services and education offerings. They will not carry quota for the entire team.
- Will work closely with team members, core, top Partner Executives/Sellers in Brazil and SOLA, including leading VARs, Distributors, Corporate Resellers, OEMs, and Cloud/Hosting Partners.
- Support and guide both field and partner marketing events.
- Accurately assesses general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor.
Report regularly on performance and prepare and deliver sales reports to management.
- Coach, develop, and guide the team on how to drive the most optimal customer journey and how to grow each client in the team’s portfolio
- Grow the team’s acquisition and generation of new business while growing the existing business in place.
- Monitor team activities conducting weekly check-in meetings with the team to implement and adjust strategies.
- Handle administrative tasks regarding the team, stay involved in team-related projects
- Must drive both ‘Whitespace’ and ‘Wallet share’ selling motions in assigned geographies.

**Required Skills**:

- 10+ years of proven selling experience in a dynamic, highly competitive, ever-changing sales environment, with at least 5 years of recent sales experience with a leading NGAV and/or EPP vendor selling in Brazil and SOLA territory
- At a minimum must speak and read English, Spanish and Portuguese
- Comfortable supporting Partners negotiating large deals with deeply complex terms, conditions, price pressures, and considerations
- Domain experience selling in Datacenter Space. Ideally expertise across compute, network, storage, Management, and Cloud Services
- Exceptional selling, presentation, and technical skills with a passion for driving Partner & End-User activity across their region to exceed quarterly bookings targets
- Must be driven to achieve quarterly targets
- History of coordination within an internal set of multi-functional teams such as Systems Engineers, Product Specialists, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded
- Demonstrate proficiency in data center infrastructure products and technologies
- Possess strong leadership skills and the ability to build a complex Partner and End-User sales strategy to achieve both short
- & long-term goals, objectives, and bookings targets.

Preferred Skills:

- Self-starter who takes initiative and works with limited direction
- Highly trusted and committed individual who maintains and expects high standards for self and team
- Analyzes available data and makes decisions which are best for VMware Carbon Black
BA/BS degree or higher
- Ability to travel 30 - 50% of the time
**Category **:Sales
**Subcate