Channel Security Specialist

Company: VMware
Location: Palo Alto
Posted on: June 21, 2022

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