VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,0000 enterprise and SMB customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume Information Technologies. Our team of 11,000+ 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, teamwork, 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. Learn more at www.vmware.com/careers.

We are looking for an experienced Partner Business Manager to join the team and will be responsible for the below key aspects

He/She will be responsible for the overall partner business management, including planning and meeting the quarterly and yearly booking target, driving joint business plan with partner executive, execute the agreed business plans with all levels within partner organizations; using VMware's enable, engage & excite framework; He/She will be responsible for the senior executive coverage at key VMware partners, OEMs and cloud providers and drive VMware wallet share with the C-Levels He/She will help the partner to achieve its quarterly and yearly target by driving demand generation activities, joint account planning and customer visits, and enablement training He/She will be responsible for creating and executing a territory business plan focused on demand creation, sales growth, and Distributors and partner sales development with quarterly milestones.

Relationship Development 

• Develop, manage and measure Partners’ performance through detailed business planning and regular reviews against the plan 
• Amplify VMware’s value propositions to the market through partner activity and behavior 
• Develop and customize tactical sales programs and promotions leveraging partners unique value propositions 
• Ensure that all partners are kept fully informed on all relevant VMware initiatives, activities and product and solution developments through regular updates 
• Provide Partner sales and channels team with "How to Sell" training on VMware products and services on a regular basis
• Conduct QBRs and Drive JBPs with all the focused partners for better outcomes
• Work with VMware partner SE to provide partner SE’s with "Features/Benefits" training on VMware products and services and ensure each Managed Partner complies with VMware's certification requirements 
• Establish and maintain positive & proactive relationships with Distributors and partner sales reps/management to build mindshare and drive sales activity.
• Manage channel conflict in the most efficient and effective manner 
• Act as primary contact between VMware and Partners on all day to day activities 

Business Management

• Meet assigned financial targets 

• Provide accurate monthly forecast sales potential between VMware Partners. 
• Adhere to all aspects of VMware business policies and procedures 
• Be responsible at all levels for overall partner relationships and satisfaction 
• Develop local success stories with partners and their successful customer engagements 
• Act as partner advocate when communicating within VMware with a view towards developing a
• partnership approach across all aspects of the business 
• Fully understand channel and market drivers to determine program/promotion activity 
  

Desirable Requirements:

• Knowledge of VMware product range
• Have worked with a sales/channel sales management methodology, such as CHAMP, Selling Channel Value, etc.
• Strong individual and good presentation skills
• Strong verbal and written communications skills
• Excellent Channel management skills
• Excellent time management skills
• Self-starter – Good internal motivation for self-directed time and activities
• Undergraduate degree or above with 11-13 years of experience 

Category : Sales
Subcategory: Partner Programs
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Work From Home: No
Posted Date: 2020-04-21

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.

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