Partner Business Manager Greece, Romania, Cyprus, Malta & Moldova
VMware, Inc
Athens, Greece
πριν από 5 μέρες

Description : Job ID R185106-1

Job ID R185106-1

VMware has many types of partners : OEMs, VARs, Distributors, National Resellers, and Technology Partners etc. The Partner sales team is responsible for managing and growing this partner ecosystem.

As a Partner Business Manager (PBM) you'll share responsibility for driving revenue goals within the territory. The PBM works to map VMware’s sales executives to the partner’s accounts in order to accelerate and drive the sales process.

You will work with the assigned partners to enable training, develop joint go to market strategies and craft marketing plans and events.

Role Description

The PBM effectively assists VMware in its overall objective of growing both revenue and product penetration within the VMware Partner community.

This role, in keeping with all VMware sales roles, is for an individual with high energy, high ambition and an overwhelming desire to succeed.

Performance Objectives :

Overall management of VMware Partner / Channel Sales and volume programs with a core focus of driving up VMware attach rates

  • Establish links with key executives and develop trusted relationships based on strong business metrics
  • Understand our partners’ business strategies, motivation and identify VMware’s unique proposition
  • You'll work with Partners to engage in sales opportunity generation, pipeline management and deal closure.
  • Organize regular joint business development activities
  • Bring to bear partner relationships to maintain VMware’s existing install base of customers and products and where possible, grow VMware’s footprint within each account
  • Relationship Development

    Develop, manage and measure Partners’ performance through detailed business planning and regular reviews against the plan

  • Amplify VMware’s value propositions to the market through partner activity and behavior
  • Develop and customize tactical sales programs and promotions highlighting partners' unique value propositions
  • Ensure that all partners are kept fully informed on all meaningful VMware initiatives, activities and product and solution developments through regular updates
  • Provide Partner sales and channels team with "How to Sell" training on VMware products and services on a regular basis
  • Work with VMware partner SE to provide partner SE’s with "Features / Benefits" training on VMware products and services and ensure each Managed Partner stays in sync with VMware's certification requirements
  • Manage channel conflict in the most efficient and effective manner
  • Act as primary contact between VMware and Partners on all day to day activities
  • Business Management :

  • Meet assigned financial targets
  • Provide accurate weekly forecast sales potential between VMware Partners.
  • Adhere to VMware business policies and procedures
  • Be responsible at all levels for overall partner relationships and happiness
  • Develop local success stories with partners and their successful customer engagements
  • Act as partner advocate when communicating within VMware with a view towards developing a partnership approach across all aspects of the business
  • Fully understand channel and market drivers to determine program / promotion activity
  • Competencies

  • 8-10 years of experience working within the IT channel in a customer facing role
  • Track record in meeting and exceeding financial and strategic objectives
  • Ability to develop partners towards predefined goals
  • An established network of contacts within the partner community that can be used to improve the revenue generation for VMware
  • Exhibits sufficient commercial acumen, credibility and presence to enable effective relationship building, influencing and instilling confidence at all business levels
  • Ability to lead teams and projects through influence rather than direction
  • Familiar with technologies surrounding the VMware business.
  • Experience in both tactical and strategic selling
  • Formal sales training
  • Strong analytical skills
  • Comfortable in negotiating commercial terms
  • Goal based business practices
  • Desirable Requirements :

  • Knowledge of VMware product range
  • We are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion / belief, sexual orientation or age

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