Friday, February 07, 2014
Director - Solution Provider Business Development - VMware - Palo Alto
Job description
The VMware Director, Solution Provider Business Development acts as the primary go-to-market strategist for the Solutions Provider segment. The candidate will develop a thorough understanding of the segment and define the overall strategy for Solutions Providers including offering plans, partner segmentation and pricing/business case which is documented in the business plan. The candidate is responsible for developing the Solutions Provider marketing plan which includes the overall Solutions Provider model and priorities within it; the market positioning and VMware’s value proposition and relevance; and prioritization of marketing programs, and channel enablement requirements to meet the revenue and profit goals. The candidate will provide guidance on positioning, messaging, value propositions and differentiation into the marketing programs in order to effectively meet the needs of Solutions Providers. Finally, the candidate is ultimately responsible for optimizing the partner experience” that builds loyalty to VMware and its solution offerings.
The Director, Solution Provider Business Development plays a critical role in getting VMware’s solutions to market as part of an integrated go-to-market model. As a result, the Director, Solution Provider Business Development understands the BU strategy and works with the Field Partner and Partner Marketing organizations as well as the Global Channels and Alliances Shared Services team to develop and implement the go-to-market plan.
The role requires experience in the IT industry especially with the partner community. Stellar business ethics as well as business planning and teaming skills are essential. The Director, Solution Provider Business Development must have excellent communication skills, execute effectively in a highly matrixed environment and represent the team well in front of senior executives. They must also be able to travel.
Job Responsibilities
Strategy
* Works with the Field Partner organizations to define and develop the strategy for Solutions Providers.
* Understands the data center virtualization and cloud computing markets as they exist today as well as VMware’s vision of the future
* Assesses and maps partners to VMware selling and go-to-market needs and opportunities to meet revenue commitments
* Establishes the partner incentives strategy working with the Field Partner organization and Incentive teams
* Established the partner enablement strategy working with the Field Partner organization and Partner Readiness teams
* Effectively maintains relationships, access, influence, and a network across Field Partner and Partner Marketing organizations
Partner Engagement
* In partnership with the Field Partner team, establishes business relationships with the Top Tier partners in Solutions Providers
* Assists the Field Partner team in developing and tracking VMware-centric business plans
* Ensures that VMware is optimizing its relationship with its key partners via strategic investments, enablement programs, intellectual property and other resources
Partner Enablement
* Owns overall partner development and enablement strategy for Solutions Providers.
* Inspects overall partner community competence as well as VMware selling capability and readiness
* Responsible for communication plan to ensure Solutions Providers are aware of partner programs, tools, and other resources to help them design, implement and manage VMware solutions
Partner Marketing
* Work with Field Partner and Partner Marketing teams to clearly articulate the what’s in it for partners” messaging
* Delivers compelling and motivating positioning of VMware opportunity to high-potential partners for Solutions Providers.
* Work with the Geo to build and refine partner capacity plans (e.g. what types of partners and how many are needed to meet partner goals by Geo)
* Readily and competently builds go-to-market plans to leverage existing partner account base to greater total return and attach rates to VMware sales
* Capable of finding best of the best partners who can jointly work with the BU to develop a new market (Elite Program candidates)
* Work to be recognized as a Subject Matter Expert within their partner community; actively participate in industry and partner trade associations and events; develop relationships with industry analysts for their partner segment
Job Requirements
* 10+ years of partner programs, business development or enablement experience
* Ability to develop business plan with clear goals, strategies, execution plan and metrics
* Proven leader with the ability to drive consensus and execution across multiple teams
* Deep understanding of technology channel, including two-tier distribution model
* Strong analytical skills including defining, measuring and analyzing key performance indicators
* Ability to interact and communicate with various levels in the organization from individual contributor to senior executives.
* High energy and comfort working in a fast-paced, start-up style environment
* Travel requirement: 40%
# EEO Statement
VMware is an equal opportunity employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Equal opportunity and consideration are afforded to all qualified applicants and employees in personnel actions, which include: recruiting and hiring, selection for training, promotion, rates of pay or other compensation, transfer, discipline, demotion, layoff or termination. VMware does not unlawfully discriminate on the basis of race, color, religion, sexual orientation, marital status, pregnancy, gender identity, gender expression, family medical history or genetic information, citizenship, national origin or ancestry, sex, age, physical or mental disability, medical condition, veteran status, military status, or any other basis protected by federal, state or local law, ordinance or regulation. VMware also makes reasonable accommodations for disabled employees consistent with applicable law. Further, it is the policy of VMware to maintain a working environment free of all forms of harassment.
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