About Us

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<