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.
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
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
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