Massachusetts Creative Jobs

MassHire Job Quest Logo

Job Information

VMware Global Partner Sales Manager, AMER - Opportunity for Working Remotely in Boston, Massachusetts

The Partner Business Manager - Global Partners (PBM-GP) is aligned to the Americas Partner and Channels Team. This role will be a regional leader for a designated Global Partner(s) for the Americas and the primary goal is to achieve revenue targets through their partner(s). The PBM-GP is responsible for developing and leading the partner’s regional plan which will include bookings, joint-offerings, enablement, go-to-market, and joint technology and services initiatives. The PBM-GP will establish priorities based on the overall business plan and ensure that these priorities are clearly communicated and carried out by the teams. The PBM-GP will establish and maintain relationship across assigned partnership(s) will proactively manage and achieve business results.

The PBM-GP will work with the Global VMware and GP teams to develop and execute a business plan in conjunction with the GP. Partnership with the VMware sales team is also key to success. The role requires an in-depth knowledge of VMware products, virtualization, networking, development, security, and cloud.

Job Role and Responsibilities:

Responsibilities will vary by the assigned partner, territory, or partner business status, and/or products but will broadly include:

  • Partner management: You can develop strategic relationships with key partners to drive commitment to VMware products and solutions and to increase the revenue driven through each partner. Meet partner sales and business plan targets.

  • Pipeline management: Drive joint VMware/partner pipeline from demand generation to close utilizing virtual partner and field sales teams. Effectively communicate, report, track, and manage sales pipelines to senior management. Promote collaboration with internal and external resources to facilitate regular communication between partners and VMware.

  • Practice development: Drive development of partner services offerings and solutions to support VMware revenue growth and increase partner profitability. Increase partners’ VMware sales and delivery workforce through sales, pre-sales & technical certifications.

  • Partner business planning: Generate and drive sales and marketing plans (Partner Joint Business Plans) with all assigned partners, including services practice initiation, enablement, business development, and pipeline generation. Set goals and objectives with corporate strategy.

  • Partner enablement: Work closely with sales segments and regional sales leaders to execute enablement plans. Establish partner training and partner with territory specialists to drive enablement activities, ensuring partners have active support from VMware to be successful.

  • Requirements

  • Executive engagement: Ability to be credible and gain agreement from partner and VMware executives and leverage executive relationships. Experience in developing precise, comprehensive executive engagement plans that ensure successful execution of joint business plans and strategies.

  • Influencing and negotiation: Exhibit’s credibility and executive presence, influencing and instilling confidence at all executive and management levels.

Requirements:

  • Executive engagement: Ability to be credible and gain agreement from partner and VMware executives and leverage executive relationships. Experience in developing precise, comprehensive executive engagement plans that ensure successful execution of joint business plans and strategies.

  • Influencing and negotiation: Exhibit’s credibility and executive presence, influencing and instilling confidence at all executive and management levels.

Sales experience

  • Pipeline management: Proven proficiency with tools and consistent processes for analyzing, assessing, and forecasting a joint pipeline with partners. Demonstrated ability to develop and execute strategies to increase pipeline volume and velocity jointly with partners.

  • VMware solution architectural knowledge: Experience developing and understanding high level solution architecture approaches and applying them to partner solution development and GTM scenarios.

  • Solution selling: Strong experience in communicating value proposition in terms of partners’ and customers’ business needs. Demonstrated ability to use different methods (interviews, questionnaires, etc.) to uncover partner and customer solution needs. Knowledge of designing end-to-end solutions approaches encompassing products, services, processes, etc. based on customers’ requirements.

  • Joint selling orchestration: Strong ability to integrate partner sales, VMware core sales and extended teams to facilitate joint selling efforts.

  • Partner management: Minimum 5-8+ years’ experience in channel sales. Experience working with solution providers, OEM partners, VAR channels, and distribution in a matrix sales organization leading multi-functional teams.

  • Partner focus: Demonstrated commitment and interest in both internal and external partner needs. Strong problem-solving and troubleshooting skills to provide innovative solutions for partner issues and to drive joint VMware and partner business opportunities. Strong demonstrated experience with partner economics, business models, and motivations for partner success.

  • Business industry acumen: Strong sales and business insight, expertise in recognizing and acting on go-to- market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships.

Execution skills

  • Drive for results: Highly motivated, driven, and has strong business ethics. Consistent track record of achieving business objectives in a highly competitive partner channel environment including meeting or exceeding revenue goals and working with complex national and global partners and alliances.

  • Teamwork/team management: Strong ability to build and use relationships with partners, field sales, inside sales, and marketing teams. Ability to engage, excite, influence, and coordinate both partner partner resources and direct and indirect VMware resources. Executive engagement: Ability to be credible and gain agreement from partner and VMware executives and drive executive relationships. Experience in developing precise, comprehensive executive engagement plans that ensure successful execution of joint business plans and strategies..

  • Executive engagement: Ability to be credible and gain agreement from partner and VMware executives and drive executive relationships. Experience in developing precise, comprehensive executive engagement plans that ensure successful execution of joint business plans and strategies.

  • Influencing and negotiation: Exhibits credibility and executive presence, influencing and instilling confidence at all executive and management levels.

VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.

In order to ensure the health and safety of our workforce and to comply with the Biden Administration’s Executive Order on Ensuring Adequate COVID Safety Protocols for Federal Contractors, VMware requires all employees to be fully vaccinated for COVID-19 by December 8. For this purpose, a person is considered “fully vaccinated” two weeks after receiving a single-dose vaccine or two weeks after receiving the second dose in a two-dose series. VMware is an equal opportunity employer and consistent with federal, state, and local requirements, will consider requests for reasonable accommodation based on disability or sincerely-held religious beliefs where it is able to do so without undue hardship to VMware. Requests for accommodations due to a medical condition or sincerely-held religious beliefs may be submitted by following the information provided at the following site: https://careers.vmware.com/accommodations

Due to the Biden Administration issuing an Executive Order (EO) that effectively mandates COVID-19 vaccination for all U.S. based employees of federal contractors and subcontractors, all U.S. based VMware employees will be required to have their final vaccination dose (e.g., second dose of Pfizer or Moderna, or single dose of J&J) by January 4, 2022. Specifically, this means that all U.S. based VMware employees will need to be fully vaccinated by January 18th, 2022, or by their first date of employment if after that date, subject to legally required accommodations.

Category : Sales

Subcategory: Partner Programs

Experience: Manager and Professional

Full Time/ Part Time: Full Time

Posted Date: 2021-11-24

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.

DirectEmployers