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VMware Senior Director - Global Partner Investments and Incentives - Opportunity for Working Remotely in Boston, Massachusetts

Title: Senior Director – Global Partner Investments and Incentives

The Senior Director Global Partner Investments and Incentives is accountable for the successful design and effectiveness of end to end total partner investments and incentive programs (strategies, frameworks, processes, procedures and policies for all programs such as deal registration, rebates, SPIFFs, Marketing Development Funds and funded heads) across both SaaS subscription based and perpetual software sales. This role will report directly to the VP of Distribution Partner Programs and Experience.

This is a highly strategic position. The ideal candidate is a talented business leader with strong financial acumen and industry expertise in driving highly innovative partner incentives. The role requires a balance between strategy, big picture thinking, and rigor in executing on current business priorities. The role also requires experience working with sales, a deep understanding of the field and partner organizations, confirmed leadership track record, and outstanding cross-group collaboration.


  • Ensure state of the art partner incentives processes definition, execution, measurement and/or continuous improvement for both SaaS subscription based and perpetual software sales

  • Drives the Partner investment strategy definition and execution along with key stakeholders, creating change management plans and ensuring alignment and full support to VMware business and partner strategy

  • Modernizes the infrastructure to track investment and incentives ROI and management – creates a standard partner investments and incentive dashboard

  • Closely collaborates with the Finance and Accounting Community, Senior Business leaders to effectively and efficiently supervise, direct and manage all efforts required for the design, implementation and continuous improvement of Partner Investment solutions

  • Responsible for the day-to-day management and development of individual contributors and/or project teams and focused on facilitating their performance through objective management, goal setting, direction, issue resolution and escalation.

  • Manages the team of resources and directs all efforts to deliver on initiatives. This includes scoping, design, development, implementation, administration and continuous improvement of Partner Reward programs, processes, policies, systems and business solutions.

  • Assumes full responsibility for the management of strategies, activities, deliverables and resources across the key areas of Partner Investments (Deal registration, Rebates across routes, SPIFFs and Market Development Funds)

  • Directs and manages the assessment of best practices and partner desired sales and services behaviors and strategies based on business requirements and in close collaboration with partner representatives from the partner business around the world

  • Manages and directs governance of all investments and incentives for the review of existing and proposed requirements for changes or new incentives

  • Works in close collaboration with the Partner Operations and IT on delivering end-to-end Partner Investment and Incentive solutions, products and services to the business

Required Skilled/Experience

  • 10+ years’ experience in Partner incentives

  • BA/BS degree in Marketing, Business, Finance or equivalent experience preferred.

  • Demonstrates exceptional leadership skills with the ability to create and drive vision across organizations

  • Proven leadership in a global software organization with significant matrixed sales management responsibility.

  • Strong capability of Financial modeling while also demonstrating understanding of how incentive drive partner behaviors

  • Strong knowledge of SaaS based Sales compensation strategy

  • Solid understanding of cloud sales cycles and customer consumption models

  • Strong interpersonal and team building skills; proven ability to work with a diverse team and influence and drive change across functional and business boundaries in a face- paced environment.

  • Demonstrated expertise and success in the analysis, design, and automation of business processes.

  • Deep experience in supporting partner sales organizations, processes, and strategy and can be a trusted advisor to sales leadership.)

  • Expert knowledge of typical incentive plan structures in enterprise software (Front end discounting, back end rebates, CO-OP MDF)

  • The ability to operate effectively in a rapidly scaling, dynamic environment, be able to manage multiple stakeholders and groups simultaneously and have strong communications skills

  • Demonstrated ability to apply analytic techniques to open-ended business questions

  • Excellent communication skills and tactful diplomacy especially around communicating financial trends

  • Possesses highest level of integrity, honesty and professionalism.

This job requisition is not eligible for employment-based immigration sponsored by VMware.

Category : Sales

Subcategory: Alliance Management

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2021-06-23

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

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.