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VMware Senior Manager, Cloud Management – Partner Route-to-Market - Opportunity for Working Remotely in Columbus, Ohio

Senior Manager, Cloud Management – Partner Route-to-Market

Worldwide Partner and Commercial Organization (WPCO), VMware


Business Summary

VMware accelerates digital transformation through a software-defined approach to business and IT. The trusted platform provider of choice for more than 500,000 customers globally, VMware is the pioneer in virtualization and an innovator in cloud and business mobility. A proven leader, VMware allows customers to run, manage, connect and secure applications across clouds and devices in a common operating environment.

We are committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

Job Role and Responsibility

The Senior Manager of Cloud Management - Partner Route-to-Market is accountable for driving the partner strategy on a global basis and leading key activities in the partner sales workstreams for the VMware Multi-Cloud Management portfolio. You will be accountable for refining and executing a partner route-to-market strategy across a robust partner ecosystem at VMware with acceleration of software/SaaS and subscription pipeline, partner signings, partner-led services consumption and expansion as some of the key success metrics.

This role will report directly to the Senior Director of Multi-Cloud Partner Platform RTM within the Worldwide Partner and Commercial Organization and work closely with various teams at VMware and across our VMware partner community. To help support an engaged and productive channel go-to-market strategy, interlock will include team members in Cloud Management product management and marketing, worldwide and field sales, partner management & development leaders and managers across geographies, Commercial sales, partner marketing, partner enablement, partner operations, partner programs & incentives, and partner-customer success team.

The ideal candidate is an individual with expertise in driving channel strategy and initiatives, an understanding of partner profitability models and value messaging, expertise in delivering sales plays and solution playbooks for partner audiences, and deep understanding of multi-cloud management market and capabilities at VMware. Outstanding executive communication, organization and people management skills are required to achieve success.

Core Job Responsibilities:

  • Manage the execution of the partner go-to-market strategy for the VMware Cloud Management offerings – with primary focus on the vRealize offering portfolio – in conjunction with functional business leaders, xRTM sales and partner leaders, and business units.

  • Participate and/or lead cross-functional teams in delivering on the business-critical initiatives, driving alignment within and across business units, sales regions and GTM functions in developing and executing integrated end-to-end RTM plan.

  • Work with cross-functional teams to build and execute on plans in order to meet or exceed partner KPIs for the VMware Cloud Management business with an integrated execution plan. This includes executing operational initiatives and an operating strategy across geographies, geographic and regional partner teams, and industry segments within VMware. Build leadership & drive execution within an interlocked BU and WW to Geo Operating model.

  • Accountable for driving Cloud Management partner pipeline, bookings, and consumption through partner RTM initiatives. Define and manage pipeline reporting and associated system requirements within the organization.

  • Identify partner key business priorities, integrate these priorities into KPIs, and track & report performance.

  • Collaborate with WPCO programs & incentives teams to ensure investments, incentives & acceleration initiatives align with and support the overall GTM strategy and to ensure systems, tools, and processes support partner needs.

  • Define services strategy for partner profitability.

  • Develop communication for executive reviews.

Required Skills

  • 10+ years’ experience in partner GTM/RTM, sales strategy, product management or partner marketing roles with 4+ years experience in partner focused roles that drive successful cloud services adoption, consumption, and usage expansion.

  • Proven experience of defining and executing partner initiatives, a measurable partner business plan, or Sales team across multiple countries; ideally globally.

  • Deep understanding of the partner channel and the various partner motions.

  • Ability to drive proven partner sales plays in conjunction with geo and regional team members.

  • Experience in co-selling activities in conjunction with engagement from solution providers, managed service providers, and global system integrators.

  • Knowledge of the vRealize and CloudHealth components of the VMware Cloud Management portfolio.

  • Experience in working in agile teams in multi-functional organizational workstreams.Experience in working at a global software and cloud services organization and working directly as part of or in support of a matrixed sales management organization.

  • Exceptional skills to drive execution of key activities in support of partner route activation and management milestones.

  • Track record of measurable business performance in advancing key partner ecosystem initiatives and acting as trust advisor to a global salesforce.

  • Demonstrate excellent collaboration, interpersonal and communication skills, and experienced in communication at the executive level.

  • Advanced experience in creating, managing, and optimizing partner sales organizations, processes, and strategies.

  • Possesses highest level of professionalism aligned with the VMware EPIC2 values: execution, passion, integrity, customers, and community.

Preferred Skills

  • Bachelors degree in Marketing, Business, Technology area or equivalent experience preferred.

Due to the Biden Administration issuing an Executive Order (EO) that effectively mandates COVID-19 vaccination for all U.S. based employees of federal contractors and subcontractors, all U.S. based VMware employees will be required to have their final vaccination dose (e.g., second dose of Pfizer or Moderna, or single dose of J&J) by January 4, 2022. Specifically, this means that all U.S. based VMware employees will need to be fully vaccinated by January 18th, 2022, or by their first date of employment if after that date, subject to legally required accommodations.

Category : Sales

Subcategory: Alliance Management

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2021-11-02

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.

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