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EMEA Partner Alliance Manager - Global System Integrator - Opportunity for Working Remotely

Primary Location: Staines,Surrey


Additional Location(s):

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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.

The Partner Business Manager (PBM) is responsible for driving sales activity across the EMEA region with one or more of VMware’s global systems integrator (GSI).
VMware’s GSI partner strategy is to lead the industry in alliance-driven sales that result in maximum value to VMware’s customers and provide incremental business value to the Partner and VMware.

The PBM builds and executes a GSI partner sales strategic plan that drives account engagement between VMware and partner field sales & specialist teams. GSI partner plans are developed with the partner and align with the VMware global GSI plan. The PBM runs the regional execution of this global plan while supporting VMware’s key strategic objectives for market leadership in virtualization, multi cloud and digital workplace technologies.

PBM sales management responsibilities include joint partner pipeline management, regular forecasting and sales reporting to ensure accurate reflection of GSI partner impact on VMware software and services, joint go to market activities and partner enablement. The PBM is expected to operate in a matrixed environment and draw on a wide range of partner and VMware resources to execute the partner plan.

Primary Responsibilities:

  • Build regional sales strategy and execution plan with GSI partner in alignment with the GSI global partner plan
  • Drive joint engagement with the GSI partner across the entire sales cycle, from market opportunity identification, go to market activities, account targeting, joint field engagement, and account teaming.
  • Build partner executive relationships with key partner stakeholders and influencers including regular reporting and QBR process
  • Meet/exceed assigned revenue quota related to joint partner sales engagement activity
  • Serve as the GSI’s key point of contact within the region for sales and account engagement; ensure partner satisfaction with sales engagement with VMware
  • Execute regional partner awareness and enablement strategy.
  • Ensure successful joint sales pursuit alignment between VMware direct sales team and partner, including:
  • Support for partner customer proposals and RFP responses
  • Execution of partner re-sell or influence activity to support VMware sales
  • Streamline sales operations and execution process and any escalating critical issues
  • Enable GSI evaluation of VMware licensing/sales vehicles to maximize customer value
  • Negotiate account teaming or reciprocal services agreements, as necessary

Requirements:

  • Experience in technology partner management/sales
  • Experience and record of success working in a sales capacity with organizations developing and delivering complex technology solutions
  • Experience working with global system integrator, global system outsourcer, and/or advisory firms and familiarity with professional services engagement models
  • Familiarity with cloud & data centre infrastructure, virtualization, networking and digital workspace solutions
  • Experience leading in a matrix environment
  • Strong executive presence - experience and comfort working with C-level executives
  • Ability to travel 30% at minimum
  • College degree; MBA a plus

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, colour, 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: Alliance Management
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-04-16



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: R2107129
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