Channel Security Specialist
Company: VMware
Location: Palo Alto
Posted on: June 21, 2022
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Job Description:
**Channel Security Specialist****Reporting to** : Director,
Channel Security Sales AMERThe Americas Partner & Commercial
Organization (APCO) Strategic Partner Security team is a
high-energy, passionate team of salespeople with a desire to
succeed and drive the digital transformation within the Commercial
& Enterprise markets in America. Are you creative, motivated and
passionate about changing the future of IT? Do you love being part
of a team with a strong identity, and a reputation for a high
standard of work and achievement? If you answered yes, this job
could be for you.Although you are an individual contributor within
the business, you will be part of a team with a strong identity,
and a reputation for a high standard of work and achievement. You
will have the opportunity to craft and execute on your business
plan through you own efforts and through the effective
collaboration of extended teams and partners.Our team is dedicated
to growing sales and the adoption of VMware's next generation
network virtualization and security platform, VMware NSX Data
Center, NSX Security, NSX Advanced Load Balancer, SDWAN by
VeloCloud; as well as Endpoint, Workload, Containers, Workspace and
VMware Cloud Foundation (VCF) security.We work directly with
Security BU and Networking Security BU Product Management &
Engineering, the VMware Virtual Cloud Networking Field Engineer
teams, and directly with customers to increase the footprint of
VMware networking and security solutions within cloud computing
environments.**Job Summary:**You will be accountable for driving
channel business through our strategic partners to ensure customer
success and revenue goals derived from VMware Security product
lines. You will be focused on selling the value of Security & NSBU
product lines into private, hybrid and public cloud environments
and working with our Security specialist teams to show the value of
working with our most strategic partners.The Channel Security
Specialist (CSS) is responsible for effective sales engagement,
expanding and nurturing relationships with the partner sales,
technical sales, and marketing leadership. Performance is measured
with monthly/quarterly results, linearity of sales over the
quarter, pipeline growth, VMware sales capacity within partners
sales force (sales and tech certification) and forecasting
accuracy. The CSS in consultation with the VMware Partner Business
Manager or National Partner Business Manager, local channel sales
management and sales leadership will have the following
responsibilities:+ Coordinate national Security sales coverage and
drive local Security sales execution+ Establish key metrics -
sales, enablement and marketing for Security portfolio+ Serve as
the partner's single Security point of contact+ Oversee day to day
operations including presenting to partners on Security, developing
proposals and negotiating agreements+ Oversee the creation and
delivery of accurate quarterly and annual forecasts and account
plans+ Establish highly strategic, thoughtful and deliberate
Security business plans within the existing framework of our
transactional and metrics oriented business model+ Strategic
channel partners are well developed and have complex requirements
requiring excellent organization and documentation skillsThe
Security market has changed dramatically in the past 3 years in
terms of digital strategy and technology adoption, and as such, you
will be skilled in the translation between digital business goals
for a department and the VMware Security solutions selection to
deliver these goals.We want someone who will be able to align,
influence, and deliver on the entire VMware portfolio including
Application Modernization, Security, hybrid and public cloud
services, End User Computing, and Software Defined Data Center
solutions.We are looking for a strong sales individual who has both
strong customer network, as well as partner network in AMER,
experience with this community at senior level, can prioritize and
is adept at building solid, repeatable business propositions.You
will have experience of getting results through your own sales
engagements and through harnessing the power of the channel as well
as a deep understanding of the fast changing Security environment.
A consistent record of successful and smart selling in this
meaningful and changing business environment is crucial.**What**
**will** **you** **be** **doing?**+ Meet and exceed quarterly sales
targets and build a rolling 12+ month pipeline so that you can
Build a strong and balanced business across a defined list of
segments in the region+ Developing and leading Security specialist
& Partner relationships that include CxO levels with a personal
network at senior and influential level.+ Develop an account plan
for each department, including an executive contact strategy+
Manage partners to help deliver other opportunities**What** **do**
**we** **want?**+ We want significant and attested sales
engagements successfully in the sector over a 5-7 year period with
experience of exceeding assigned goals and targets+ Someone who
grows their business and expands into new areas. Development of
pipeline from lead generation to close through own initiatives and
engagements with partners+ Someone with leadership capabilities and
management potential. We want to see experience of running a
virtual team to harness skills and drive a coherent account plan+
Knowledge of how to sell to through channel partners, and how to
influence the influencers+ Demonstrable innovation and creativity.+
Proven problem-solving skills.+ Executive presence and
credibility.+ High level of interpersonal, communication and
presentation skills.+ High energy and passion for the sector itself
and the team's success.+ Stable and consistent work
history**Responsibilities:**+ Participate in and lead the
engagement with the CIO/CDIO, CTO and CISO related to VMware
Security for each of the top accounts+ Develop and grow personal
relationships and influence with departmental leaders+ Grow
VMware's wallet share in each Security+ High energy, motivated self
starter with strong leadership qualities+ Selling the complete
VMware solution portfolio including products and services+ Learn
and understand the assigned partners extended business model and
craft offerings and solutions to meet their goals+ Become as
intimate as possible with assigned partners and bridge the gap to
executives while increasing VMware consideration+ Solidify existing
partner accounts and elevate VMware Security to a more strategic
position within key accounts+ Forecasting and account/opportunity
detail in SalesForce.com+ The role, responsibilities and
geographical focus might change and develop over time along with
the company's rapid growth.+ Move the transaction through the
entire sales cycle**Experience**+ 4-6 years' experience in load
balancing, network or cloud infrastructure sales, SD-WAN,
networking and general security solutions+ Experience selling as a
product sales specialist+ Developing and building out a territory
and driving new logo acquisitions+ Experience leading 7 Figure
complex sales campaigns in large accounts with successful
proficiency negotiating with senior executives+ Experience working
within both direct and an indirect or channel driven model+
Consistent track record of success selling in a highly competitive
environment+ Preferred Skills+ Our team looks for candidates who
embody our values of humility, compassion, collaboration above
isolationism, respectfulness, honesty, and good-natured fun.
Additionally, we would like:+ Exceptional experience with strategic
and value selling, including managing six and seven figure
transactions+ Success winning net new accounts, as well as selling
into white space within existing install base+ Security Clearance
with the Federal Government+ Dependable and driven self-starter who
takes initiative and works with limited direction+ Highly trusted
and committed team player who maintains and expect high standards
for self and team+ BA/BS degree or higherThis job may require the
candidate to travel and/or work from a facility that requires full
vaccination prior to entry.**Category :** Sales**Subcategory:**
Partner Programs**Experience:** Manager and Professional**Full
Time/ Part Time:** Full Time**Posted Date:** 2022-05-01VMware
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.
Keywords: VMware, Palo Alto , Channel Security Specialist, Other , Palo Alto, California
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