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VMware Senior Director, Worldwide Partner, Alliances, and Commercial Operations in Waltham, Massachusetts


VMware accelerates digital transformation through a software-Cloud defined approach to business and IT. The trusted platform provider of choice for more than 500,000 customers globally, VMware is the pioneer in virtualization and an innovator in cloud and business mobility. A proven leader, VMware allows customers to run, manage, connect and secure applications across clouds and devices in a common operating environment.

VMware is currently seeking a Senior Director, WW Partner, Alliances, and Commercial Operations to join our Worldwide GTM Operations Organization. This position reports directly to the Vice President, Global Go-To-Market Operations and will lead a global team of operations professionals to improve our partner and commercial segment customer’s experience and align with the Worldwide Partner & Commercial organization strategy.


Define the Strategy for the organization in collaboration with WPCO and Alliances organizations.

Redesign and realign the organization to best align with the operational needs of your global stakeholders and strategy.

Identify and eliminate inefficiencies such as duplication of effort and fragmentation of processes, unnecessarily complicated processes.

Define, buy, and/or build new technologies and systems in support of the strategy with Business Transformation, Enterprise Data Analytics, and IT teams

Support strategic decision making with data and analytics.

Facilitate and support the annual territory design, planning and quota allocation process for partner and commercial organizations in collaboration with the geographic sales force in accordance with the policies and tools established.

Identify and drive improvements in sales and marketing productivity utilizing data-driven methodologies.

Acts as business lead for thought leadership, prototyping, piloting and scaling new programs to drive sales growth.

Prioritizes investments in people, process and tools in alignment with desired business outcomes.

Ensures sales intelligence and reporting is provided to the organization to measure organization’s success.

Provide connectivity to Demand Generation, which includes Marketing alignment and providing guidance on activities/Sales Plays.

Responsible for the implementation and improvement of all operational and technical capabilities end-to-end along the partner lifecycle (Strategy, Recruit and Activate, Engage and Co-Sell, Deploy and Consume, Reward).

Execute processes to support the greater WPC organization.

Bridge automation gaps utilizing WW GTM operations shared services organization until automation can be developed.


Minimum 12 years of experience in technology consulting services, operations and business processes.

Prior experience with partner, alliances, and channel strategies, processes, and technologies.

Prior experience with commercial and high velocity sales motions, strategies, processes, and technologies.

Bachelor’s degree from an accredited college or university

Well versed in technology, strategy development and implementation

Excellent verbal/written communication, collaboration, analytical and presentation skills to lead an environment driven by customer service and team work

Must be able to set goals and participate in strategic initiatives for a team and foster the development of high performance and diverse teams and interface with all levels of the organization.

Ability to participate in development of resource plans and structures and influence organizational priorities

Preferably certifications in either Six Sigma or LEAN Methodologies

Experience in people management

Familiar with performance reviews and goal management

Demonstrates self-directed and proactive approach to tackling problems and leveraging resources

Good exposure on interviewing and recruitment process leading to team set up and expansion

Prior experience in forecasting and resource planning is preferred

Ability to inspire team with a clear vision and purpose

Experience on task prioritization, Workload and escalation management

Hands on experience on operational reporting and data analysis

Working across global teams and understanding of cross culture is preferred

Travel 25-50% depending on location

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

Category : Sales

Subcategory: Sales Operations

Experience: Business Leadership

Full Time/ Part Time: Full Time

Remote: No

Posted Date: 2020-09-23

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.