BUSINESS SUMMARY:

Are you interested in becoming a member of a talented team helping develop and lead innovative solutions to solve business and technical challenges using your entrepreneurial spirit? Are you interested in working on large solutions in support of key missions for our Federal, SLED (State/Local Government, Education), and Healthcare organizations? Are you interested in staying up-to-date on broad industry trends and technologies?  If any of these questions spark your interest, we would love to hear from you!

Our Strategy & Innovations Team has a career accelerating opportunity for an entrepreneurial leader having multifaceted experiences in transformational consulting, sales, business development, and program management to join our talented team as a Senior Solutions Technical Program Manager (TPM). This role is a critical ingredient in supporting the mission and full lifecycle of solutions developed for our Government, Education, and Healthcare (GEH) customers.  Responsibilities include activities related to solution sourcing, selection, development, partnerships, enablement, customer engagement, tracking/reporting, and continuous improvement.

As the Solutions TPM, you will collaborate with sales leadership, customers and partners, developing approaches to address business challenges to manage competitive business cases.  You will use your Communication Skills to interact with VMware’s Sr. Leadership and cross functional teams throughout the organization on a regular basis, and as a result, excellent written and verbal abilities are a must. Importantly, your ability to articulate complicated solutions in a simple way should be a mastered art.  You will use your Analytical Skills to perform tasks such as conducting market research and building business cases on defendable assumptions; staying up-to-date on market trends is a must! Business cases will be presented to Sr. Leadership to convince them a solution/innovation is worthy of an investment.  You will use your Program Management Skills to programmatically and proactively establish processes and templates to ensure repeatability and predictability.  You will lean on your Technical Background to quickly understand the intricacies of a technical solution from integration points to thinking creatively beyond the proposed solution.  Finally, you will leverage your Business Skills in bringing the solutions to market, including how it will be consumed by customers and the sales organization.

You will be expected to establish yourself as a Leader within the GEH field sales organization, having an understanding of OEM sales and its impact to VMware.  The position will require collaborative work in a matrixed dynamic environment along with being highly organized, agile and flexible, self-motivated and capable of leading with little guidance.

JOB ROLES AND RESPONSIBILITIES:

• Overall responsibility of executing the approved GEH Solutions & Innovations processes, including leading solutions creation across a varied internal/external audience (e.g., VMware Product Management Teams, Value-Added Resellers, Systems Integrators, and Customers)
• Educate and enable customers and VMware stakeholders on all GEH Solutions
• Create enablement materials to support sales teams
• Possess technical understanding of the VMware portfolio and common IT systems, to support solutions and engage with internal and partner technologists
• Create, maintain, and grow partner ecosystem across technology, innovation, distribution, services, etc.
• Engage with VMware business unit and services teams to define value proposition of VMware’s portfolio
• Conduct marketing activities including conference presentations, webinars, spotlight enablement and whitepaper development
• Work with GEH Leadership to develop and report business case analysis and forecasting for solutions
• Ability to analyze complex business challenges and competitive assessment, and prepare thoughtful options in a quick and efficient manner
• Build, maintain, and communicate all Solutions & Innovations artifacts, collateral, content, and approvals
• Ability to travel to customer sites and conferences
  

REQUIRED SKILLS:

• 10+ years of Technology Consulting experience in support of one or more of the following markets:  Federal, SLED and Healthcare 
• 3+ years in technical sales and business development roles with enterprise IT technology vendors
• Knowledge of sales cycles within the Federal, SLED and Healthcare markets (NOTE: desire knowledge within at least one market segment)
• Very strong presentation skills with a high-degree of comfort in communicating effectively to a varied set of large, technical and executive audiences 
• Demonstrated success in leading/winning multi-million dollar business
• Strong demonstrated expertise in creating, executing, and driving solutions selling and product marketing for application/infrastructure software, especially in the context of major partnerships
• Demonstrated success in creating/negotiating corporate agreements
• Very strong technical/business writing skills
• Technical or Business undergraduate degree desired; MBA a plus
  

CORE COMPETENCIES:

• Cross-functional influence, relationship building, and project management skills tailored to a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
• Strong business acumen and negotiation abilities
• Great team player. Strong drive. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities

“This job opportunity is not eligible for employment-based immigration sponsorship by VMware.”

Category : Sales
Subcategory: Solutions Architect
Experience: Business Leadership
Full Time/ Part Time: Full Time
Work From Home: Yes
Posted Date: 2020-04-27

Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.

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.