Manager - Dell Alliance - Contract - VMware - Austin

Job description
This role is Contract to Hire and responsible for the strategic alignment between VMware and Dell.
The Manager, Global Dell Alliance is responsible for managing a core team of Strategic Alliance Managers that are the primary owners” of their respective functional areas within the account The Manager, Global Dell Alliance is responsible for ensuring that the various managers build and execute the right strategic alignment between VMware and the partner, including driving go-to-market programs, solution development, field enablement and technical alignment.
In addition, this role may also be involved in a number of programs and projects that span the broader Strategic Alliance community.

Solutions, Strategy and Business Development
Oversee team of Alliance Managers and assure efficient execution against these key areas of partner alignment:

* Identification of new areas of alignment between VMware and Dell focused on specific industries or target growth markets and solution offerings.

* Market analysis and understanding of key business issues in potential target markets or verticals

* Mapping of existing VMware and Dell solutions to address key pain points

* Gap analysis of additional features/functionality required to better address target industries or market segments

* Development of business case including expected ROI, potential technology requirements, metrics and other factors determining viability of targeting a specific market or industry.

* Creation of launch plans for any new solution offerings, including coordination of technical education, Marketing Deliverables, field execution and implementation of supporting demand generation programs.

* Engagement with Field teams to identify potential prospects and priority list of targets

* Governance and cadence model across Sales, Marketing, Technical and Executive alignment

Program and Project Management
Build and drive programs in support of the overall Dell alliance, including:

* Identification of new programs and projects

* Driving cross-team collaboration and alignment

* Project management and responsibility to involve all relevant stakeholders and decision makers

* Communication of projects and programs to relevant Executives within VMware and outside as needed.

Requirements:

* 10+ years experience in sales, sales engineering, business development or alliance management roles in enterprise IT technology vendors

* Experience working with key technology vendors and Systems Integrator organizations

* Knowledge of Cloud Computing and key elements of Infrastructure-as-a-Service(IaaS), Platform-as-a-Service(PaaS) and Software-as-a-Service(SaaS) models.

* Knowledge of Desktop Service/Management offerings

* Expertise in development and execution of solutions selling and product marketing programs

* Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships.

* Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management.

* Strong business acumen and negotiation abilities.

* Strong project management skills.

* Team player. Strong drive. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities.

* Previous experience working with Dell

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