Director - Business Development - Networking and Security - VMware - Palo Alto

Job description
Position Summary

VMware is seeking an experienced Director of Business Development for its Network and Security Business Unit (NSBU). He/She will work to build solid partner relationships while managing, identifying and creating joint solutions with technology partners to increase adoption of the NSX network virtualization platform.


The role requires an individual with strong leadership and entrepreneurial skills who can help engage and expand the broadening networking and security ecosystem security working collaboratively within the business unit and with stakeholder across the company.

Director of Business Development Job Description

We are seeking an energetic and experienced Director of Business Development with a proven track record identifying, developing and driving impactful and partnerships across range of market segments, in particular in the areas of networking, security, infrastructure, virtualization, and cloud computing. Applicants must have solid track record in growing new lines of the business from the ground up and strong working relationships with ISVs, and IHVs [along with hands on experience across key disciplines including market analysis, market and partnership opportunity and solutions assessment, contractual negotiations, partnership governance and joint sales and marketing initiatives]. .

Responsibilities:

* Build alignment and momentum with VMware Networking and Security ecosystem partners by developing solutions and go-to-market programs.

* Own, develop and drive partner specific strategy and execution plan with the partners and across NSBU functional areas.

* Collaborate with VMware global alliance teams to create successful partners engagements with key partners.

* Align strategic relationships with VMware Partners across functional areas including sales, marketing, product, engineering, sales and support.

* Hands-on experience establishing repeatable business practices across operations, finance and sales functions to support the growing Network and Security partner ecosystem.

* Represent VMware technical requirements to VMware Partner teams, and represent VMware Partner technology requirements back into the VMware product teams.

Requirements:

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

* Knowledge of networking and security infrastructure product offerings, including from strategic VMware ISVs, and IHVs.

* Expertise in negotiating complex contract negotiations including joint product development, certification and support services relationships.

* Familiar with ISVs and IHVs organizations and their respective business and technology partner models.

* Strong business acumen and negotiation abilities.

* Team player. Strong drive. Self-starter. Willing to take leadership role in driving initiatives, while driving successful matrixed influence role working across organizations, and structuring approaches to opportunities.

* Minimum of 10+ years work experience and demonstrated track record of success in one or more of the following areas: business development, product management, product development, solution architect, developer evangelist, or systems engineer. Candidates should be agile at developing strong working relationships across internal and external stakeholders and virtual teams, work well with ambiguity and across highly complex and matrix organizations.

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