VMware Partner Sales Manager - vSAN/HCI in Hopkinton, Massachusetts

If you are an experienced Partner/Channel Sales individual with strong storage and virtualization experience and if you are looking to take your career to the next level, please read on.

This is an excellent opportunity to work in Software Defined Data Center (SDDC) team focusing on vSAN/HCI (Hyper-converged Infrastructure).

The partner sales team is aligned to the sales organization and is responsible for leading and growing our partner ecosystem. The channel team shares responsibility in driving revenue goals within the territory. VMware has many types of partners: OEMs, VARs, Distributors, National Resellers, and Technology Partners etc. This team works with assigned partners and/or regions to enable the partner by facilitating and delivering training, developing and jointly driving demand-generation blitzes and events, go to market strategies and making sure that the partners are aligned and executing with VMware’s go-to-market strategy.

The Partner Sales Manager (PSM) operates as a sales leader between value added partners and VMware. You will be responsible for driving sales revenue by growing partner reach, frequency and yield. You will possess strong ability to sell complex software solutions to both technical and executive audiences and understand how to work with Solution Providers, Corporate Resellers, and Distributors in a matrix environment. You bring extensive experience in matrix sales organizations with multiple route-to-market sales teams. Strong business ethics and communication skills are necessary.

VMware seeks a highly-motivated individual with a background in Enterprise Data Center Infrastructure technology sales, business development, and marketing to lead sales through our partner community. This quota-carrying position and responsible for achieving the revenue targets and for structuring and launching new demand generation campaigns. You will come with a sales drive, real passion for technology and understanding of product launch fundamentals. Ability to influence and develop mutually beneficial relationships within VMware sales teams and across a variety of partners is also important in this role.


  • Drive the overall account planning, sales and technical enablement resulting in increased sales productivity (frequency & yield) and marketing/demand generation programs within the assigned partners and geography including:

  • Revenue: Will drive VMware License and Service revenue with Corporate Resellers, Solution Providers, and Distributors of VMware vSAN/HCI solution and associated professional services

  • Enablement: Organize, deliver, and market current training programs that provide partners ability to recommend and resell VMware products, and adopt vSAN/HCI solutions

  • Solution Offering: Work with current and target Partners to understand their current offerings and amend to include vSAN/HCI as part of core offerings, initiate and close new opportunities and expand installed customers.

  • Account Planning: Responsible for working with VMware channel sales and technical leaders, as well as partner executives, sales and technical teams for strategic agreement on initiatives, execution plans and sales target achievement.

  • Go-to-Market: Facilitate partnering efforts with VMware Field Sales and Marketing teams

  • Develop, implement and drive marketing plans and events with targeted partners


  • 8 or more years technical sales experience, sales engineering, business development or alliance management roles in enterprise IT technology vendors

  • Expertise in building, executing on, and driving solutions selling and product marketing for related Data Center Infrastructure technology, especially in the context of major partnerships.

  • Experience with Storage Software, HCI solutions preferred.

  • Ability to recognize, analyze, and take action on GTM approaches, marketing programs, joint value propositions, and business cases around strategic partnerships

  • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management inside and outside of VMware

  • Strong business acumen, presentation and negotiation abilities

  • Collaborative team member. Willing to take leadership role in driving initiatives, working across organizations and structuring approaches to new opportunities

  • Possess technical credibility with a strong sales mentality and initiative

  • Familiarity with a broad range of application and infrastructure software is desirable

  • Technical undergraduate degree desired, MBA a plus


  • You have a BA/BS degree or higher, or equivalent job-related experience

Travel: 30%-50%

JoinvSAN at https://source.vmware.com/hr/Pages/Employee-Referral-JoinvSAN.aspx

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.