Partner Business Manager – Global Partners
VMware is the leader in cloud infrastructure, business mobility and virtualization software. VMware helps businesses across all sectors to transform their digital business – by becoming more agile, secure, efficient and competitive. Our solutions and expertise help re-define customer experiences, grow business while ensuring business continuity. World-wide we have over 20,000 regularly transacting partners, varying from distributors and aggregators, solution and service providers, professional services and system integrators, outsourcers, Technology Alliance Partners and Global Partners.
Our ecosystem creates a range of opportunities through their reach and expertise by driving IT projects, Professional services and Solutions. To manage the broad ecosystem, the UK&I VMware partner sales team is closely aligned to the Core sales organization and responsible for managing and growing VMware’s partner ecosystem. Within the Channel organization, the Partner Business Manager - Global Partners is responsible for business development, account management and enablement of our Global Partners (HPE, Fujitsu, Lenovo, Hitachi and Cisco) in the UK&I. This is done through developing strategic relationships, driving activities and dramatically increasing the overall bookings and partner created revenues.
We are looking for someone highly skilled at translating strategic objectives into clearly defined, executable joint business plans with the assigned partners. This is a highly visible role and you must have demonstrable channel credibility and recognition. The charter for the role is to develop the efficacy of the partnerships; delivering the revenue growth which meets the company’s ambition across VMware’s portfolio. Key is to build a long-term strategic engagement with the assigned partners, become a trusted advisor to those partners and be able to affect investment decisions. It’s essential that the PBM has the ability to create results through leading virtual teams and successfully orchestrating resources both internally and externally.
Meet and exceed Quarterly Partner Sales Targets and Goals
Build strategic relationships with senior decision makers within the assigned partners and map them to VMware management. Act as the influencer and internal advocate.
Develop Joint Business Plans with the partners, agree on goals and objectives consistent with corporate strategy.
Align sales, marketing & service activities against the goals.
Facilitate account planning and teaming sessions
Lead regular business performance and relationship reviews with management and partners
Build roadmaps with partners to develop their practices and service delivery capabilities tied to VMware’s focus solutions.
Drive large opportunities to completion
Manage pipeline and forecast accuracy - aligning the Partner & VMware
Train partners’ sales teams on VMware messaging, best practices and business model.
Secure the insights & commitment from the partners' key influencers
Ensure the partner includes VMware in their solution portfolio, offerings and recommended solutions to their customers.
Work closely with VMware Core Sales, Specialists, System Engineers and Management to successfully execute the partner plans.
Participate in VMware’s and Partners’ events and activities as required
Be accountable for sales & marketing activities with the assigned partners, ensuring they have the support needed from VMware to be successful.
Review business progress with internal stakeholders including sales and partner leadership in VMware EMEA, region and country.
Required Experience, Skills and background:
Fluency in English is essential.
+5 years experience within Sales/co-selling
Good organizational skills.
Significant insights to Channel operating models & Strategic Partnership development
Solid understanding of IT demands within the Software Defined, App Centric, MultiCloud environments
Able to operate in a complex matrix environment
At ease with public speaking
Creation and execution of partner plans and programs
Executive presence and credibility.
Record of consistently meeting or exceeding assigned goals and targets.
Good attention to detail, good reporting skills and solid analytical skills.
High level of social, communication and presentation skills.
Energy and passion.
Stable and consistent work history.
Category : Sales
Subcategory: Partner Programs
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2020-04-23
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 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.