Job Description

The SI/SO Partner Business Manager (PBM) will be the sales interface between VMware and our Global SI/SO (System Integrator/System Outsourcer) Partners in Germany. The SI/SO PBM will be responsible for managing SI/SO field engagement aligned to a specific VMware sales segment (Enterprise, Public Sector or Global Accounts).

Key Responsibilities

Drive field engagement between Global SI/SO Partners and VMware field to support & facilitate SI/SO interlock on large deals & pipeline development activity. 

• Joint account planning workshops & engaging with SISO sales & solutions leads.
• Deal Registration where applicable.
• Coach & support Acct Mgr on SISO partner strategy and minimizing channel conflict.

SISO PBM specialist & SME within the Segment

• Managing the Segment SISO forecast & pipeline.
• Internal win wires & best practices.
• Promote the benefits of the VMware Global SI/SO Program to both VMware Partners and field stakeholders.
• Build intelligence & insight on SI/SO footprint across VMware portfolio areas in focus Segment.

Act as VMware point of contact for Focus Partner.

• Facilitate local leadership peer to peer engagement & provide enablement & escalation support. 

Measurement:

• SI/SO Partner related bookings and large deal engagement aligned to focus sales segments (Sell to, Sell With, Influence).
• Documented Partner engagement plans by opportunity using the Strategic Initiative Registration & Joint Account Planning Process.
• Joint win marketing references.

Key Stakeholders:

• VMware field sales organization.
• Global SI/SO Program EMEA PBM’s.
• SI/SO Partner client teams.

Ideal profile:

• 6+ year’s enterprise sales experience in the software or XaaS space.
• 3+ year’s SISO alliance management experience (sell to, sell with).  
• Familiar with software field sales and SI/SO business partnering models.
• 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 including experience with large deals and channel eco-system engagements.
• Team player. Strong drive. Self-starter.
• Technical undergraduate degree a plus. MBA a plus

Category : Sales
Subcategory: Alliance Management
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2020-05-27

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. Job ID: R2007138