Job Description
Partner Program Manager, Security Solutions
About Global Partner Sales Team:
The Global Partner Sales team is responsible for creating and maintaining the go-to-market strategy for various segments of the VMware Partner Network (VPN) including Solution Providers, System Integrators, Direct Market Resellers, Outsources, and Hosting Providers. Over 80% of VMware’s revenue is attained through the VMware Partners, thus making Partner Sales an integral part of the VMware Sales team strategy and success. The go-to-market responsibilities for the Global team include both ensuring that partners are equipped with the appropriate training and certification requirements necessary to competently sell and service VMware’s product offerings as well as establishing the discounts and incentives necessary to motivate our partner community to focus on proactively selling VMware’s products.
The global team interacts with and maintains key relationships with various different departments in VMware including Product Marketing, Partner Marketing, Operations, Legal, Tech Support, Partner Enablement, Alliances and of course Field Sales to determine the best way to motivate 13,000 partners worldwide to proactively sell our products and services and fuel VMware sales growth plans. The Global Partner Sales team is considered an integral part of the VMware Sales team's success and if you are looking for a fast paced, high energy and motivated team to work with, come join our team.
Global Channel Partner Programs Manager Job Description:
The Partner Program Manager, Security Solutions owns globally VMware’s Security go to market partner strategy working together with our field partner organization and our Security Product Business Unit. This individual will be responsible for working with the Geo Partner Sales Organization to develop & implement a Security partner recruitment strategy as well as work with the community leaders who run the Solution Provider, Corporate Reseller SI/SO and Distribution strategies to leverage. In addition, this person will work hand in hand with the Security Product Marketing team to ensure we have the right tools, training, incentives and marketing support to kick-start the partner’s Security sales activities.
The Partner Program Manager is a well rounded individual who has excellent communication, organizational, sales, marketing and interpersonal skills. The role requires a proven track record in Partner programs and messaging, and a successful track record of broad partner programs execution. A requirement is to communicate, motivate, leverage, and manage the Sales and internal teams to execute on our Security sales commitments together with our partner community.
Responsibilities:
• Be the “Security Partner Contact” within the Partner Programs team owning and driving Security adoption in the partner communities
• Profile the right type of partners successfully driving VMware’s Security business
• Work with the Geo and Partner Marketing teams to drive partner recruitment campaigns for the targeted partners
• Educate our Partner Field organization on the value of competency based partners and jointly create field based partner recruitment goals
• Reiterate the Security solutions awareness message with Partner Marketing to ensure partners know why and how to invest in our Security solutions
• Manage the Partner Security solutions direction in alignment with company product roadmap and vision
• Work very closely with Product Marketing and Sales to Profile, Recruit and drive partner productivity in Security
• Build out addition benefits for partners who choose to invest in our Security competency such as driving additional partner marketing campaign availability, funding (MDF), lead allocation, beta, and additional NFR and or proof of concept funding
• Drive the creation of partner based Security customer success stories
• Ensure the education team is create the right tools and levels of training to continue creating Security partner (sales, and technical) experts
• Run the creation cross functionally of Security Solutions Enablement Tool kits providing partners with the sales, marketing, and delivery tools they need to market, sell and implement a Security solution
• Deliver partners messaging outlining the value of the Security SETs in creating sustainable and profitable partner solution offerings
• Identify the operational gaps where we need Partner Operations to create new tools, functionality or process to support the Security GTM
• Continually gather feedback from partners and research regarding how we can enhance our joint go to market experience for partners in the Security space
Requirements:
• 3-8 years plus of experience in partner programs and/or partner sales programs/promotions related roles (Both role experience a plus)
• Product Marketing experience highly valued
• Any past partner competency experience highly valued
• Understanding of, and experience within, value partner programs, with virtualization vendor experience a plus
• Must have worked for a company that sells through the channel
• Understanding of two-tier channel sales fundamentals a requirements
• Previous channel sales experience a plus
• Must be motivated, self starter who is used to being an individual contributor
• Past successful experience in a matrix management company and/or role
• Previous experience in managing cross functional teams
• Demonstrated success in project management
• Ability to travel 20% of the time worldwide
• A MBA is a plus
Benefits:
VMware is proud of the benefits we extend to our employees, including ample paid time off and flexible work schedules that promote a healthy work-life balance.
EEO:
VMware is an equal opportunity employer and does not discriminate on the basis of race, sex, age, national origin, religion, physical or mental handicaps or disabilities, marital status, veteran status, sexual orientation, nor any other basis prohibited by law.
Call to action:
We are looking to fill this strategic and critical role quickly. Join the leading partner marketing team today
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