Victoria L. Abeling

Strategically Expanded Sales Territories: Successfully expanded sales territories, including Latin America and Canada, leading a dynamic team of 5 Directors and 120 individual contributors (ICs) across three teams, contributing significantly to a $120 million Annual Recurring Revenue (ARR) and $82 million Annual Contract Value (ACV) business.
● Cultivated High-Performing Teams: Spearheaded the management, development, and performance
of three distinct teams in Sales Development, Inside Sales, and Commercial Sales, under the VMware Security Business Unit, directly reporting to the SVP of Carbon Black.
● Innovatively Achieved Sales Targets: Attained 92% of the Fiscal Year 2023 (FY23) sales target and
exceeded expectations in the first half of Fiscal Year 2024 (FY24 H1) with a 105% achievement, demonstrating exceptional leadership in driving sales growth.
● Enhanced Cybersecurity Sales Expertise: Participated in the Senior Director Cohort, enhancing expertise in cybersecurity sales strategies and contributing to high-level decision-making processes.
● Pioneered Digital Sales Initiatives: Led the digital transformation of sales processes, implementing cutting-edge solutions to optimize sales efficiency and customer engagement.
● Forecasted and Analyzed Market Trends: Accurately forecasted market trends and customer needs, implementing strategic sales initiatives to position VMware/Carbon Black as a leader in the commercial security business.

• Led a team of 4 Global Directors and 120 Global Sales Representatives and Sales Development Representatives, managing global inside sales functions and driving sales of market-leading Identity Management and Governance solutions. (Teams spread across US, London, Berlin, Singapore, Sydney)
  ● Surpassed Fiscal Year 2020 (FY20) sales goals by 150%, securing a place in the President's Club for exceptional sales achievements and leadership.
  ● Developed and implemented key performance indicators (KPIs) for a results-driven team, enhancing sales effectiveness and efficiency across global markets.
  ● Founded Sail U Academy and led the Sales Development Representative (SDR) Team, focusing on talent development and sales skills enhancement within the organization.
  ● Achieved 108% of the Fiscal Year 2021 (FY21) sales target, demonstrating consistent performance and effective strategy execution in a dynamic market environment.
• FY20 - 150% - Presidents Club
• FY21 - 108% - Presidents Club

• Responsible for hiring, developing, coaching, and management of Amercia's Inside Enterprise Account Executives who are responsible for maintaining high customer satisfaction, retaining clients, and closing cross/upsell business with current customers
• 3 Managers and 32 Inside Sales Account Managers
• Managing $300M book of business; $106M ARR
• Responsible for 30% customer growth through expansion and early renewals of Enterprise and Strategic Customers
• Maintained an 87% retention rate and grow new product lines
• FY18 – 92%
• FY19 - 98%

Established and led ThousandEyes Corporate Sales office, setting strategic direction and managing a team of 28 sales development representatives, digital reps, and managers across Austin and London, focusing on enterprise-scale cybersecurity solutions.
● Successfully onboarded and mentored Account Executives who generated over $5,000,000 in revenue, exemplifying effective leadership and talent development in high-stakes sales environments.
● Created and managed the Account Manager/Renewals position, handling a $6 million run rate business and achieving significant milestones including sales target:

183% in FY17 (Presidents Club)

160% in H2 FY18 (Presidents Club)

Led VMware's Public Sector (SLED & Federal Government) inside sales segments as Director,responsible for revenue growth, whitespace penetration, customer acquisition, and team management, including 6 managers and 55 inside reps across two locations.
● Coordinated a quarterly sales and partner playbook for Inside Execution, aligning with regional VPs and field management, and managing P&L across two segments under the Public Sector.
● Drove successful campaigns focused on whitespace, sales enablement, training, and execution, resulting in exceptional performance metrics: 185% of sales target in FY 2012 (#1 out of 3), 120% in
FY 2013 (#2 out of 3), and 205% in H1 2014 (#1 out of 3).

• Alpha Phi Member & Social Chair (1994 - 1999)
• Extracurricular Activities: Track & Field (1994 - 1995)
• Art Museum Docent / Member (1995 - 1998)