This role will be the strategic interface between VMware and Capgemini. The Capgemini GAD will be responsible for managing the overall alliance with Capgemini, including developing executive relationships, building a global business plan, leading a virtual teams across VMware regions, and developing joint GTM offerings and services.
Key Objectives:
• Develop and manage relationships with Capgemini across functional areas including sales, product/service development, marketing and business development
• Evangelize VMware products and solutions and educate Capgemini’s sales, marketing and services teams
• Plan and manage offering launches and GTM initiatives as well as market and field enablement activities
• Build & execute, in coordination with GTAM, broad & deep enablement plans and strategies driving adoption on integration for VMware products & solutions
• Lead and develop the global virtual team covering Capgemini, including regional alliance managers
• Drive executive alignment, engagement, QBRs and ongoing meetings/relationships
Requirements:
• 15+ years of high tech industry experience
• 5+ years’ experience in SISO alliance management
• Strong leadership and communication skills a must
• Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
• Familiar with software field sales organizations and SISO business partnering models
• Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
• Global/international experience
• Strong business acumen and negotiation abilities including experience with contract negotiation
• Team player. Strong drive. Self-starter.
• Familiarity with a broad range of application and infrastructure software preferred
• Washington, DC area strongly preferred
• Technical undergraduate degree a plus. MBA a plus
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