Partner Sales Manager-vSAN/HCI

VMware, Inc. Palo Alto, CA
Business Summary:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, collaboration, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

Job Summary:

The partner sales team is aligned to the sales organization and is responsible for leading and growing our partner ecosystem. The channel team shares responsibility in driving revenue goals within the territory. VMware has many types of partners: OEMs, VARs, Distributors, National Resellers, and Technology Partners etc. This team works with assigned partners and/or regions to enable the partner by facilitating and delivering training, developing and jointly driving demand-generation blitzes and events, go to market strategies and making sure that the partners are aligned and executing with VMware's go-to-market strategy.

VMware seeks a highly-motivated individual with a background in Enterprise Data Center Infrastructure technology sales, business development, and marketing to lead sales through our partner community. This quota-carrying position and responsible for achieving the revenue targets and for structuring and launching new demand generation campaigns. You will come with a sales drive, real passion for technology and understanding of product launch fundamentals. Ability to influence and develop mutually beneficial relationships within VMware sales teams and across a variety of partners is also important in this role.


* You will drive the overall account planning, sales and technical enablement resulting in increased sales productivity (frequency & yield) and marketing/demand generation programs within the assigned partners and geography including:

* Revenue: You'll drive VMware License and Service revenue with Corporate Resellers, Solution Providers, and Distributors of VMware vSAN/HCI solution and associated professional services

* Enablement: Organize, deliver, and market current training programs that provide partners ability to recommend and resell VMware products, and adopt vSAN/HCI solutions

* Solution Offering: You will work with current and target Partners to understand their current offerings and amend to include vSAN/HCI as part of core offerings, initiate and close new opportunities and expand installed customers.

* Account Planning: You will be responsible for working with VMware channel sales and technical leaders, as well as partner executives, sales and technical teams for strategic agreement on initiatives, execution plans and sales target achievement.

* Go-to-Market: Facilitate partnering efforts with VMware Field Sales and Marketing teams

* You will develop, implement and drive marketing plans and events with targeted partners


* You possess 8+ years of experience selling complex software solutions to both technical and executive audiences and understand how to work with Solution Providers, Corporate Resellers, and Distributors in a matrix environment.

* You are an expert in building, executing on, and driving solutions selling and product marketing for related Data Center Infrastructure technology, especially in the context of major partnerships.

* You have the ability to recognize, analyze, and take action on GTM approaches, marketing programs, joint value propositions, and business cases around strategic partnerships

* Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management inside and outside of VMware

* You possess a strong business acumen, presentation and negotiation abilities

* You're a collaborative team member. Willing to take leadership role in driving initiatives, working across organizations and structuring approaches to new opportunities

Preferred skills/experience:

* You have experience with Storage Software, HCI solutions

* Familiarity with a broad range of application and infrastructure software is desirable

* Possess technical credibility with a strong sales mentality and initiative

* Technical undergraduate degree desired, MBA a plus


* You have a BA/BS degree or higher, or equivalent job-related experience

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