The Federal Department of Defense Business Development (BD) Manager will be the lead for a virtual team focused on driving the adoption of VMware technology in large Department of Defense agency programs with a focus on the System Integrator community. This is a senior individual contributor position that requires a blend of direct sales and business development expertise. Focus will be on U.S. Air Force and all sub Commands including U.S. Space Command.

Responsibilities:
Drive the System Integrator adoption of VMware technologies in their program initiatives. A successful sales representative in this role will:

• Understand the U.S. Air Force market – Understand the Air Force initiatives, programs and budgets that create largest opportunities for VMWare; Know and have contacts in the agency community and System Integrators supporting the U.S. Air Force. Know the existing contracts utilized by U.S. Air Force.
• Understand the VMware portfolio – Understand the VMware story, solutions and technologies; how does VMware technology support Federal DoD agencies and their mission.
• Build & Maintain Relationships within System Integrator DoD Accounts – Understand the System Integrator business model and sales cycle; Build relationships with the business development and program teams within the System Integrators; Be the point of contact for VMWare for System Integrators for program business
• Drive Awareness of DoD focused FSIs into VMware and Position VMware within FSIs - elevate VMware's strategic status with key System Integrator partners, develop C-suite level relationships, position joint go-to-market solutions with FSIs to drive business outcomes  
• Act as point for U.S. Air Force Program Sales Strategies – Engage & coordinate with VMware core DoD Air Force reps, product specialists, solution architects and capture management to develop program specific value propositions; Identify the relevant system integrators and points of contact; Build call plans focused on targeted integrators; Develop program bid strategies with other VMware matrix participants.
• Drive Adoption of VMware technology during Program Capture Phase - Execute program specific call plans; develop program focused value propositions and deliver the value prop to targeted FSIs; Arrange demonstrations and deep dives; Negotiate positions on System Integrator teams using Teaming Agreements or Memos of Understanding; Ensure System Integrators are getting proper proposal & technical support.
• Drive Adoption of VMware technology in existing Programs – Develop and implement “on-program” growth strategy for existing awarded Air Force programs to FSI Primes. Demonstrate how VMware technology delivers innovation and drives efficiencies of existing programs. Show how VMware solutions can minimize costs, meet schedules & service level agreements, and/or expand the contract scope
• Manage a program specific funnel of both pre-award & post award opportunities – Focus is on the largest, long term opportunities. BDM will be responsible for understanding VMWare’s value proposition in these important initiatives, building & executing campaigns to position our technology and understand the competitive field in the market. Need to develop and grow pipeline for out years.

Requirements:

• 10+ years’ experience in technical sales and BD roles with enterprise IT technology vendors
• Strong knowledge of Federal/DoD mandates, US Air Force programs and technology drivers
• Demonstrated success in working with Federal System Integrators in a sales and business development capacity
• Demonstrated success in winning Multimillion-dollar large Federal Government programs
• Strong demonstrated expertise in creating, executing on, and driving solutions selling and product marketing for application and infrastructure software, especially in the context of major partnerships
• Strong demonstrated expertise and experience in working with government procurement and contracting.
• Demonstrated success in creating and negotiating corporate agreements with Major Systems integrators. As example program-based teaming agreements.
• Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
• Familiarity with a broad range of application and infrastructure software is desirable
• History of demonstrated success in Software sales is strongly preferred
• Previous experience of working for a Federal Systems Integrator is a plus
• Ability to travel 30%+
• Technical or Business undergraduate degree desired, MBA a plus

Core Competencies:

• Role is an overlay position. Must be able to communicate effectively in an overlay role.
• Cross-functional influence, relationship building, and project management skills toward 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: Partner Programs
Experience: Business Leadership
Full Time/ Part Time: Full Time
Work From Home: Yes
Posted Date: 2020-04-16

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