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Channel Engagement Manager

Primary Location: ,Singapore


Additional Location(s):

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We are a high-energy, passionate team of salespeople who desire to succeed and drive the business forward. Although you are an individual contributor within the business, you will be part of a team with a strong identity and a reputation for a high standard of work and achievement. You will have the opportunity to craft the business plan for success within your role, seek virtual team(s) support to be successful and seen as Subject Matter Expert.

Revenue Lifecycle Management Team at VMware

The Revenue Lifecycle Management team manages the Renewals Sales motion, which covers both perpetual support license contracts and SaaS contract for emerging technologies and Cloud/SaaS offerings. 

The Channel Engagement Manager plays a vital role within the Revenue Lifecycle Management team by supporting Sales teams and Channel ecosystem in India, South East Asia and Korea. In this role, you will be working alongside our existing Channel organization and reporting to the Channel Renewals leader based in Singapore. The Channel is critical for the volume business as we transact high volume through a two-tier channel model. 

The Channel Engagement Manager will be required to work in cross-functional departments, for example, license sales, global support team & revenue, to drive increased partner success in converting current support contracts to SaaS contracts and improving the In Quarter Renewal Rate. 

You will be responsible for driving the Channel to maintain high retention rates across renewals and educating the Channel to leverage the renewal event to increase its margins by upselling VMware's emerging technologies and adding new services. 

Success will come from forging strategic relationships with distributors, partners and field sales organization. Negotiating deals and being the escalation point is also required. Your business plans to grow our renewal business, and maintaining commitment is a critical factor for success.

What You Will Be Doing

  • Run QBR's with Distribution and key Partner at the Senior Management level 
  • Own and manage Renewals Development Incentive Funds, planning, execution, tracking & reviews for key channel partners.
  • Training for Channel & coaching internal sales team how to engage with each partner
  • Channel Sales execution & incentives programs 
  • Drive joint plans with existing Channel sales team, build relationships and joint calls
  • Be the point of escalation with the Channel on all Renewals business
  • Drive Partner Renewals portal usage

Further details on the role:

  • Meet and exceed quarterly and annual revenue quota/KPI assignments 
  • Support the conversion of current Support contracts to SaaS contracts
  • Develop channel partners by assisting with certification requirements, sales and product training.
  • Understanding each key partner's business model, goals and requirements. 
  • Pro-actively interface partners daily to provide assistance and support the closure of renewal opportunities
  • Drive issues to resolution with appropriate channel partner functional departments.
  • Ability to help develop and implement channel programs and promotions and provide on-going constructive feedback regarding their effectiveness.

What You Bring To The Team

· Experience in selling B2B or channel sales, a minimum of 4 years of related experience in a High Tech company within the two-tier model.

· Strong interpersonal skills/team player

· High integrity, ethics and humility

· Strong presentation skills 

· Ability to build and maintain credibility with all cross-functional teams

· Industry knowledge preferred

· Highly organized / strong time management skills

· Excellent written and oral communication skills

· Self-starter and ambitiously pursues improvement

· Desire to learn & grow your career at VMware 

VMware creates opportunities for your development and career growth.

At VMware, we believe that developing our staff is a leader contributing to our business success, regardless of role. We offer an assortment of learning options available to all VMware employees, including access to LinkedIn learning, internal development workshops, career development and more! 

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 http://careers.vmware.com.

 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.


Category : Sales
Subcategory: Partner Programs
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2021-03-01



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 http://careers.vmware.com.

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: R2103515
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