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Director Partner Incentives & Investments

Company: VMware, Inc.
Location: Palo Alto
Posted on: May 3, 2021

Job Description:

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Job Description

The Global Customer Lifecycle Incentives Director will be responsible for driving the creation, execution, and management of the Solution, Distribution, Big Bets and Sales Rewards Programs, for Channel Partners in the Americas, EMEA and Asia Pacific regions. This individual will be responsible for working with segment and regional sales, route to market leaders & marketing owners to develop & implement the program strategy, planning, and infrastructure that incentivizes our fully enabled Channel Partners throughout the customer lifecycle. This role will closely work with key stakeholders in Sales, Route to Market, Operations, Finance and IT to ensure a successful platform is in place to support calculations, impact analysis and the program design to drive company goals. The Programs utilize operational infrastructure while working closely with our Route to Market Team to plan and design rebate incentives. Fiscal responsibility for program utilization and forecasting is a requirement.

The Customer Lifecycle Incentives Director is a well-rounded individual who has excellent communication, organizational, strategical, financial/analytical and interpersonal skills. The role requires a proven track record in messaging/positioning, program strategy and management, vendor management, forecasting, and broad execution capabilities. A requirement is to motivate, leverage, and manage internal stakeholders on a project basis in order to accomplish the investment strategy. The role will train, mentor and lead a team of program managers. As needed the individual will partake in talent sourcing and cross functional training.


  • Lead cross-functional teams to define strategy of the programs VMware needs to implement.
  • Develop program models and operational support to drive VMware's channel goals.
  • Assist development of financial model(s) that identify the impact of the programs globally.
  • Identify infrastructure to support the business requirements as necessary with new program goals.
  • Develop the launch plan and timeline necessary to implement globally.
  • Develop the metrics and track those metrics back to the business requirements of the program.
  • Create customer, channel partner, and internal, program documents to clearly identify the benefits, terms and conditions, rules of engagement, and marketing collateral to support programs globally.
  • Manage sales, business unit, Go-To Market, and marketing team feedback on the program once launched and effectively implement a roadmap of change that maps to the VMware business requirements.
  • Drive the requirements of the systems necessary to support the program and the enhancements to the infrastructure that is built to support the channel partner programs.
  • Drive internal processes and methodologies to evaluate and model the potential impact of new channel partner incentive and customer discounting scenarios and inclusion of new products.
  • Consult with global marketing managers, finance, executives, and sales, to help identify, design, and implement the business processes necessary to implement a successful set of channel partner incentive for VMware globally.
  • Other duties as assigned.


  • BA/BS degree required. MBA is a plus
  • 5+ years of experience in Partner Programs, Channel Sales/Marketing management, Sales Operations, or Finance
  • Knowledge and familiarity with a control environment such as Sarbanes-Oxley
  • Ability to self-start and self-direct work in a fast-paced environment
  • Previous experience in managing cross functional teams and requirements
  • Demonstrated success in project management and process analysis
  • Intermediate skill level in data analysis and use of Excel
  • Excellent organization skills, including ability to manage multiple tasks and projects, and an ability to prioritize and meet deadlines
  • Ability to relate effectively to a wide range of stakeholders
  • Exceptional attention to detail
  • Excellent written and verbal communication skills
  • Ability to travel 10% of the time
  • This job requisition is not eligible for employment-based immigration sponsored by VMware.

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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Keywords: VMware, Inc., Palo Alto , Director Partner Incentives & Investments, Other , Palo Alto, California

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