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Sr Territory Ecosystem Leader (Sr. Territory Partner Business Manager ) – Opportunity for Working Re

myGwork

This is a Full-time position in Los Angeles, CA posted May 7, 2022.

The partner sales team at VMware is aligned to the sales organization and is responsible for managing and growing VMware’s partner ecosystem. The Sr. Territory Ecosystem Lead (Sr Territory Partner Business Manager) is critical in driving the partner GTM with core sales team. The core goal of the TEL is to achieve revenue targets through partners in a strategic manner driving both VMware and partner priorities. This role maps to the Sr Director of Americas Enterprise and Commercial Channel at VMware. This dynamic field-based role develops and implements selling strategies for VMware products and services through partners with a long-term objective of aligning to Enterprise End Customers. Core to all of that is being a master orchestrator with a strategic vision to grow the business, thereby increasing overall business and customer satisfaction. TEL’s build sustainable business practices and foster strategic relationships within VMware and partner business organizations through the development and execution of strategic partner business plans. Successful candidates will have proven experience in business development and planning and will be highly motivated team players. Job Role and Responsibilities Responsibilities will vary and will broadly include: Orchestration: Develop strategic business plan for all accounts by using the entire Americas Partner organization by collaborating with all partner managers and aligning their priorities with Enterprise accounts business priorities. Partner management: Develop strategic relationships with key stakeholders with partners and VMware to drive commitment to joint solutions with VMware products and solutions and to increase the revenue. Develop joint plans to drive strategic sales motions between Partner sales teams and VMware sales team to execute on targeted and mutually agreed upon goals Pipeline management: Drive joint VMware/Partner pipeline from demand generation to close utilizing virtual partner and field sales teams. Effectively communicate, report, track and manage sales pipelines to senior management. Promote collaboration with internal and external resources to facilitate regular communication between partner and VMware. Partner business planning: Generate and drive sales and marketing plans (Partner Joint Business Plans)—including services practice initiation, enablement, business development, and pipeline generation—and align goals and objectives with corporate strategy. Partner enablement: Work closely with sales segments and regional sales leaders to execute enablement plans. Establish partner training and leverage territory specialists to drive enablement activities, ensuring partners have the necessary and active support from VMware to be successful. Drive Co-Selling, Partner-Led Sales, and Ensure an Efficient Sales Process: Manage partner and customer, internal relationships to ensure satisfaction. Build co-trust and win together. Key KPIs: Leading Pipeline generated by partners Expanding territory partner roster Joint Business Plan Alignment Lagging Partner transactions (frequency, reach, yield) Total Bookings(%oartner-led) SaaS mix growth % YOY Required Skills and Experience Leadership: Be able to lead the Enterprise Accounts business mapping to the VP and RDs will require significant leadership in orchestrating and working collaboratively across partner organization. Partner management: Minimum 7+ years’ experience in channel /indirect sales or direct sales. Experience working with solution providers, OEM partners, VAR channels, and distribution in a matrix sales organizations leading multi-functional teams. Partner focus: Demonstrated commitment and interest in both internal and external partner needs. Strong problem-solving and troubleshooting skills to provide innovative solutions for partner issues and to drive joint VMware and partner business opportunities. Strong demonstrated experience with partner economics, business models, and motivations for partner success. Drive for results: Highly motivated, driven, and has strong business ethics. Proven track record of achieving business objectives while working with a variety of partners (i.e., solution providers, complex nationals, and global partners & alliances). Executive engagement: Ability to develop precise, comprehensive executive engagement plans that ensure successful execution of joint business plans and strategies. Influencing and negotiation: Exhibits credibility and executive presence, influencing and instilling confidence at executive, management and individual levels. Pipeline management: Proven proficiency with tools and consistent processes for analyzing, assessing, and forecasting a joint pipeline with partners. Demonstrated ability to develop and execute strategies to increase pipeline volume and velocity jointly with partners. Effectively communicate, report, track and manage sales pipelines to leadership. Promote collaboration with internal and external resources to facilitate regular communication between partners and VMware. Solution selling: Strong experience in communicating value proposition in terms of partners’ and customers’ business needs. Demonstrated ability to use different methods (interviews, questionnaires, etc.) to uncover partner and customer solution needs. Teamwork: Strong ability to build and leverage relationships with partners, field sales, inside sales, and marketing teams. Ability to engage, excite, influence, and coordinate across partner resources, specialists & VMware field resources. Location: West Coast Travel: Travel required Language: English required Preferred Skills/Experience: Software industry experience preferred, experience working Channel partners focused on Enterprise Accounts is desirable. Benefits of being a VMware employee: EPIC2 Values: Execution, Passion, Integrity, Customers & Community Continuous Learning and Growth Opportunities: take advantage of opportunities including course work, training and conferences, and career tracks. Engaging, Collaborative Environment: our offices support our culture of innovation and creativity. We have designed our spaces to break down traditional barriers of physical walls and create an environment to promote learning, teamwork and collaboration. People taking care of people: Generous vacation, sick time, paid parental leave, and even time you can take to donate your time to a charity of your choosing. Want to see more? Take a peek… https://careers.vmware.com/benefits Job Profile FSKPSP_P5 – Partner Development Specialist – Professional 5 Category : Sales Subcategory: Partner Programs Experience: Business Leadership Full Time/ Part Time: Full Time Posted Date: 2022-04-29 VMware 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.This employer is a corporate member ofmyGwork – LGBTQ+ professionals, the business community for LGBTQ+ professionals,students, inclusive employers & anyone who believes in workplace equality.