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VMware Strategic Partner Development Manager - Marketplaces - Opportunity for Working Remotely in Boston, Massachusetts

The Elevator Pitch: Why will you enjoy this new opportunity?

Are you interested in being at the forefront of innovation and transformation? VMware is looking to hire a Partner Development Specialist focused on Marketplaces - curated digital catalogs that customers can use to find, buy, deploy, and manage third-party software, data, and services. This will be an exciting job, that moves at a breakneck pace! As we continue to develop and expand our marketplace capabilities, you will work tightly with our partners to drive early adoption.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

Objective: Accelerate Partner Competency around VMware marketplace offerings

Key Results:

  • Ensure 75%+ of VMware Partner Business Managers understand the business process and profitability of our marketplace offerings

  • Identify a small set of strategic partners and work with them to list new marketplace offerings over your first 12 months in-role

  • Work closely with our worldwide GTM teams to refine and enhance VMware marketplace programs and processes

Objective: Drive VMware revenue via marketplace offerings

Key Results:

  • Grow marketplace revenue more than 50% year-over-year

  • Assist partners and channel teams on key initial opportunities via the marketplace to ensure success

  • Work with all business lines to develop a growth strategy for marketplaces

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

As the marketplaces strategy lead of the Americas XaaS Channel Acceleration organization, you will be:

  • Responsible for understanding all aspects of the VMware digital marketplaces strategy and serving as a SME for the Americas channel organization

  • Working with a small set of strategic partners to develop and list VMware-based, partner-curated marketplace offerings on distribution or hyperscaler marketplaces

  • Providing field-level feedback to our programs and product teams, and being engaged in the evolution process of our marketplace strategy

  • Understanding the economics of our marketplace offerings and forecasting marketplace bookings and growth throughout the VMware fiscal year

To be successful in this role, you should be experienced in the following concepts:

  • How digital marketplaces function and are profitable, including both Hyperscaler marketplaces (AWS, Microsoft, Google, etc…) and distributor marketplaces (Ingram CloudBlue, TechData StreamOne, etc…)

  • Channel operations at a large software company

  • General knowledge of: Hyperscalers, Cloud Aggregators, ISV’s, MSP’s, GSI’s, Cloud-Native Applications

What is the leadership like for this role? What is the structure and culture of the team like?

This role will report to Matt Cooley, Director of XaaS Strategy for the Americas channel organization. This team provides strategic direction on SaaS and partner business transformation to the XaaS Acceleration organization. Creativity and Innovation are rewarded on this team, so if you are interested in a fast-moving role, focused on the newest technologies, the newest programs, and the newest ideas, this is the role for you.

Where is this role located?

Remote: this role is fully remote and can be done anywhere in the United States.


This job opportunity is not eligible for employment-based immigration sponsorship by VMware.

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

Category : Sales

Subcategory: Partner Programs

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2022-03-15

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.