Director - Strategic Alliances - VMware - Palo Alto

Job description
This role is responsible for the primary oversight, strategic alignment and GTM within the datacenter and storage ecosystem partners. The Director, Global Strategic Alliance is responsible for managing the overall day to day global partnerships between the numerous storage companies while working closely with an extended team of field sales, marketing, technical and operational resources associated to helping these storage vendors succeed in building and enabling GTM for specific solutions. This Director is also responsible for ensuring that they drive the right strategic alignment between VMware and the identified storage partners, including driving specific go-to-market programs by theatres, differentiated 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
Collaborate with an extended team of partner facing resources to assure efficient execution against these key areas of partner alignment:

* Identification of new areas of alignment between VMware and data center & storage focused partners on 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 storage vendor 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 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, partner facing roles, sales engineering, business development or alliance management roles in enterprise IT technology vendors

* Experience working with key technology and storage vendors

* Understanding of the storage space and converged infrastructure models

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



* Knowledge of Desktop Service/Management offerings as well as basic understanding of Networking and Mobility

* 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 Datacenter and Storage vendors

Why work for our Division

The Marketing & Alliances teams play an instrumental role in helping to build VMware into a category-defining company. As part of the team, you will work to build, evangelize and deliver world-class virtualization solutions, products, and services to customers and partners.

Why work with our Group

Alliance Managers develop strategic relationships with OEM, ISV and IHV partners. Alliance Managers own the partnering strategies and relationship development with their respective partner companies. This group also aligns partner product integrations with VMware’s product directions. This includes driving outcomes on certifications and integration solutions as well as developing, structuring and driving joint solutions and technology roadmaps. These roles include delivering and coordinating roadmaps between VMware and our partners to ensure differentiation, technology adoption and enhancement with the partner’s technologies.

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