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Worldwide Partner and Commercial Organization (WPCO) Partner Compliance Manager

Primary Location: Heredia,Heredia

Additional Location(s):

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Worldwide Partner and Commercial Organization (WPCO) Partner Compliance Manager

Business Summary

VMware is the leader in cloud infrastructure, business mobility and virtualization software, and empowers customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.  At VMware, our Partner vision is to deliver superior value throughout the customer journey with a vibrant and committed partner ecosystem. The Worldwide Partner and Commercial Organization is leading the way and driving the global partner strategy and roadmap across all partner business models.

Our Worldwide Partner and Commercial Organization (WPCO) is seeking a Partner Compliance Manager to conceive, organize, promote, and implement effective programmatic compliance initiatives. The ideal candidate understands how to effectively project manage highly visible initiatives relating to partner compliance, specifically pertaining to Partner infraction management and Partner Incentives. They should be highly motivated, organized, analytical and focused, but with keen insight into human behavior and motivational forces by fostering close working relationships with external (partner) and internal (VMware) stakeholders.

This role will report into the Director, Partner Compliance upon their hire.

Job Role and Responsibilities:

  • Effectively program manage and operate the VMware partner infraction and remediation program (known as PCIP) ensuring implementation of appropriate and consistent corrective action measures for Partner Compliance issues.
  • Establish and maintain the (PCIP) database and visual displays, e.g., Tableau dashboard, building out data display capabilities to drive business insight, convey program health metrics (KPIs) Partner behavior highlights, lowlights, and trends.
  • Develop communications for executive-level reporting, including weekly scorecards and monthly/quarterly/yearly readouts.
  • Partner with regional Business and Compliance teams to gather information, conduct root cause analysis on noted Partner infractions and/or deviations from policies, to identify and propose program specific based remediations.
  • Partner with business stakeholder teams that support management of channel partners to understand third party strategy and work with the Business to strategize and mitigate compliance risks as programs evolve.  E.g., new Routes to Market (RTM), partner programs, and/or incentives.
  • Proactively identify and recommend practical solutions for program gaps and areas requiring improvement and/or enhancement.
  • Establish, through collaboration and thought leadership, an agreed approach for handling new processes as need arises.

Required Skills:

  • Proven track record of managing Partner compliance and/or risk management programs working with various stakeholder groups.
  • Ability to develop and define process, documentation, policies, and playbooks.
  • Demonstrated experience in assessing and deploying strategies for managing channel risk, performing in-depth assessment, internal control design or similar risk management areas.
  • Advanced knowledge, skill and understanding in sales processes such as pricing & discounting, deal registration, partner onboarding & maintenance, partner programs & incentives, sales compensation, and government contracting.
  • Well versed on common channel programs, partner tiers, and RTMs.
  • Excellent communication skills, both written and verbal.
  • Ability to influence cross-functional teams and demonstration of thought leadership.
  • Ability to build relationships with individuals at all levels in the organization.
  • Ability to thrive in fast paced environments and crisis situations.
  • Ability to consistently navigate through ambiguous situations and drive solutions.
  • Knowledge and understanding of Foreign Corrupt Practices Act (FCPA), UK Bribery Act, Anti-Trust Laws, and common fraud scenarios.
  • Experience escalating issues through proper governance channels, as needed.
  • Ability to conduct fact finding and analysis to determine root cause of issue statements and apply a solution orientation towards problem resolution.
  • Experience defining KPIs and measurement criteria based on data set presented.
  • Familiarity with emerging and developing markets and their compliance risk profile.
  • Ability to work both as a member of a team and independently
  • Proactive problem solver and solution-oriented thinker.
  • Proficient in Excel and PowerPoint.

Preferred Skills:

  • Risk assessment experience.
  • Ability to create algorithm-based risk assessments.
  • Process improvement experience.
  • Proficient in Tableau


  • This position may require travel (anticipated to be <10%).
  • Role location is Costa Rica.

Category : Sales
Subcategory: Partner Programs
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2021-04-15

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. Job ID: R2107239
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