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Senior Manager, Partner Strategy and Go to Market - VMware Cloud

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

Job Description:

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Job Description

Senior Manager, Partner Strategy and Go to Market - VMware Cloud

Worldwide Partner and Commercial Organization (WPCO), VMware

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Job Role and Responsibility

The Senior Manager of Partner Strategy for VMware Cloud is accountable for driving the GTM execution strategy, leading key activities in the partner RTM activation workstreams, as well as adoption & consumption of VMware's VMware Cloud offerings throughout a robust Partner ecosystem with an emphasis on driving our Federal and GEH markets. This role will report directly to the Senior Director of VMware Cloud on AWS Partner Strategy within the WW Partner and Commercial Organization.

This leader will focus on building effective Partner ecosystems by optimizing the end-to-end customer experience while building partner SaaS & services capabilities. A primary focus of this role will be to build our Federal and GEH market through driving our partner go to market strategy for those markets and effectively growing our partner reach and capabilities into those segments primarily but not limited to our VMware Cloud on AWS, VMware Cloud on Dell, VMware Cloud Universal offerings. Additional focus areas may include driving co-sell efforts, managing reporting initiatives, and taking on GTM efforts for additional segment, routes, or verticals. The role requires a strong track record and knowledge base in channel and partners cloud services business and working with leading hyperscale cloud providers (e.g. Amazon Web Services, Microsoft Azure, Google Cloud, Oracle Cloud, IBM Cloud).

Core Job Responsibilities:

  • Manage the execution of the go-to-market strategy for VMware's VMware Cloud offerings to our Federal, GEH, and other Govt markets in conjunction with functional business leaders, xRTM sales leaders and business units.
  • Manage execution of current partner program capabilities, execute operational initiatives, and build optimizations on an operating strategy across geographies and industry segments.
  • Accountable for driving market penetration of VMware Cloud consumption and adoption through the partner RTM.
  • Responsible for activating a partner ecosystem that enables partners and builds partner capabilities within VMware's Cloud and services partner ecosystem to maximize our penetration in select markets.
  • Build leadership & drive execution within an interlocked WW/GEO Operating model.
  • Identify key vertical focused partners, key business priorities, integrate these priorities into KPIs, and track & report performance.
  • Collaborate with WPCO programs & incentives teams to ensure investments, incentives & acceleration initiatives align with and support the overall GTM strategy.
  • Work closely with the VMware Cloud Partner GTM team in supporting and driving overall team goals, metrics, programs and initiatives.
  • Partner with our Cloud business unit, Cloud sales specialists, geo based partner leaders & managers, and WPCO Strategy & Planning team members to advance partner initiatives, ensure partner success, and accelerate bookings and revenue for our VMware Cloud offerings across all stages of the customer lifecycle through the partner ecosystem.
  • Accountable for defining requirements for channel-ready products/solutions and collaborating with the WPCO team, extended partner sales teams, and Cloud business unit to elevate requirements.
  • Define and manage pipeline reporting and associated system requirements within the organization that support market focus and direction.
  • Collaborate with Lifecycle Services, Operations, Sales leaders to ensure systems, tools & processes support platform adoption & consumption.

Required Skills

  • 10+ years of overall industry experience with 4+ years experience in directly working with and managing partner ecosystems that drive successful Cloud adoption, usage consumption, and usage expansion.
  • Experience in partnering with leading hyperscale cloud providers in support of targeted co-selling activities in conjunction with partner engagement from solution providers, managed service providers, and global system integrators.
  • Demonstrates self-motivation and agility to team in multi-functional organizational workstreams.
  • Exceptional skills to drive execution of key activities in support of partner route activation and management milestones.
  • Track record of measurable business performance in advancing key partner ecosystem initiatives and acting as trust advisor to a global salesforce.
  • Experience in a global software organization and working directly as part of or in support of a matrixed sales management organization.
  • Solid understanding of Cloud sales cycles and customer consumption models.
  • Advanced experience in creating, managing, and optimizing partner sales organizations, processes, and strategies.
  • The ability to operate effectively in a rapidly scaling, dynamic environment, while managing multiple stakeholders and groups simultaneously.
  • Possesses highest level of professionalism aligned with the VMware EPIC2 values: execution, passion, integrity, customers, and community.

Preferred Skills

Advanced degree in Marketing, Business, Technology

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 , Senior Manager, Partner Strategy and Go to Market - VMware Cloud, Other , Palo Alto, California

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