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Job Description

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 outcomes across the AMER and APJ regions with Lumen, a VMware global systems integrator (GSI) partner. 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.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

Making an impact early at VMware relies on someone with a demonstrable partner and or sales experience who is a strong team contributor. An enthusiastic and energetic person with a passion for further developing and learning new skills. This person must be comfortable with meeting new people and developing trusting relationships in support of the development of joint business. It is essential that this person can identify, develop, and deliver incremental revenue through working closely with the partners' own sales teams, VMware, and the customer.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Build regional sales strategy and execution plan with GSI partners 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

What is the leadership like for this role? What is the structure and culture of the team like?

The hiring manager is the Global Senior Director for GSI Alliances. The team includes Global Alliance Managers who are supported by a team of Global Technical Alliance Managers (GTAM’s), Business Unit Specialists covering the technology portfolio, and large dedicated team working with the GSI in both sales and GTM functions across the globe. The team is connecting regularly each week for team engagement, pipeline development and learning sessions.

Where is this role located?

Broomfield, CO with WFH option: This role is to be located near Broomfield, CO, allowing you the flexibility to work from home as appropriate while having proximity to key decision makers in the GSI main office. Other remote locations may be considered.

What are the benefits and perks of working at VMware?

You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting http://benefits.vmware.com

• Employee Stock Purchase Plan
• Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
• Generous Time Off Programs
• 40 hours of paid time to volunteer in your community
• Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities
• Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
• Wellness reimbursement and online fitness and wellbeing classes

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.

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For US based candidates, the annual pay range (OTE for commissioned roles; Salary for other roles) for this position is: $209,000 - $376,000. The actual offer will be based on the role, location, and individual candidate experience. Bonus, commission, and/or equity may be eligible for this position. VMware offers comprehensive benefits including, but not limited to: medical, dental, and vision plans, company paid holidays, paid sick leave, and vacation time. Additional benefits for this position can be found at https://benefits.vmware.com/. Your talent advisor can share more about the specific salary range for your preferred location during the hiring process.

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

Category : Sales
Subcategory: Partner Programs
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2023-04-19

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.