Senior Director, Strategic Corporate Alliance, Business Development – Microsoft
Strategic Corporate Partnerships, VMware
VMware software powers the world’s complex digital infrastructure. The company’s cloud, app modernization, networking, security, and digital workspace offerings help customers deliver any application on any cloud across any device. Headquartered in Palo Alto, California, VMware is committed to being a force for good, from its breakthrough technology innovations to its global impact.
Since our founding in 1998, our employees and ecosystem of 75,000 partners have been behind the technology innovations transforming entire industries—from banking, healthcare, and government to retail, telecommunications, manufacturing, and transportation. Every day, we work to solve our customers’ toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes and more–to define the digital foundation that will accelerate the next wave of innovation. Our commitment to solving the hardest technology problems is why companies trust VMware. It’s also how we’ve earned the loyalty of more than 500,000 customers globally.
VMware is a place, where we are valued for the complete people we are, where extraordinary progress is achieved for ourselves, our teams, our company, our customers, and our communities – and where even more progress is desired and expected. VMware is a powerful platform for all of who we are – individual, colleague, pioneer, citizen – a place where empowerment, accountability, and responsibility become the traits of ownership, and where each of us can own our future and achieve success through our own actions, on our terms.
We believe in technology as a force for good. We understand that our products, operations, and people collectively have an impact on the world, and we strive to be net-positive through all that we do. At VMware, we celebrate our people from a wide variety of dynamic backgrounds, experiences and perspectives. We deliver transformative IT solutions by harnessing the power of human difference and building a community that is inclusive and diverse. Our diversity and inclusion initiative, VMinclusion, is a business-led effort to attract and engage the multinational, multicultural talent critical to our globally connected business. You can learn more about our community work at VMware Foundation (https://www.vmware.com/company/foundation.html) . We are committed to developing transformative solutions that enable a net positive future and ensure sustainable growth. VMware 2020 is our roadmap for sustainability, more about it can be found here (https://www.vmware.com/company/sustainability.html) .
Job Description
Reporting to the Vice President Hyperscalers, Strategic Corporate Partnerships, this role will be responsible for managing the relationship with Microsoft, to expand and/or create partnerships through development of new solutions that drive material sales impact. This individual will be expected to build executable business plans with strong governance and measures of success. Cross-group collaboration and the ability to influence without direct control over resources will be required to deliver extraordinary results. Those with a confirmed ability to identify lucrative business opportunities through delivering creative, differentiated solutions that marry up applications and infrastructure will excel in this role.
Beyond the VMware Product Groups, one of the primary stakeholders for this organization is sales leadership, specifically the GMs/SVPs of Geo’s, and the global leaders of specialist sales teams. Therefore, the alignment and relationship with sales leadership is a critical dimension of this job, as the outcome of this team’s work is aligned to sales leadership.
Job Role and Responsibilities
As a key member of our Strategic Corporate Partnerships team, you will be responsible for:
Evolving, implementing, and driving VMware’s strategy with Microsoft, supporting the growth plans of VMware business units, regions, and key strategic priorities.
Uncovering and incubating creative and differentiated solution offerings with customer value as the top priority.
Gaining agreement and negotiating joint investments (resource and financial) from VMware, Microsoft and other Route-to-Market partners that may act as a deployment/recommendation engine.
Generating internal support with key stake holders and ensuring that business development goals are supported through appropriate availability of products, services and support for customers and partners.
Ability to travel (up to 25%) in support of above responsibilities.
Lead all aspects of assigned partners to grow revenues through new solutions that utilize the full VMware portfolio of technologies while meeting assigned MBOs, including revenue targets.
Develop effective partner business plans that include quantifiable goals, technical landmarks, marketing and sales execution, resource mapping and sponsorship.
Manage balanced governance and communications across the cross-functional team of resources internal and external to VMware.
Required Skills
The candidate will have over ten years of professional experience in the technology industry with over five years of experience getting results through partnerships with well-regarded hardware, software and/or services companies. Virtualization domain knowledge is a plus. Domain experience in cloud, infrastructure or business applications would be a distinct advantage. Leadership experience is not required.
Business development, alliance management and sales disciplines with a focus on revenue generation through partnerships
Consistent track record driving incremental revenues from joint alliance solutions in excess of $10M
Relationship driven with a strong dedication to collaboration and an established ability to build credibility across internal constituents, industry authorities, and external partners
Ability to work across a geographically distributed and matrixed environment, motivating resources toward a common goal
Contribution towards and creation of effective and quality collateral including but not limited to sales decks, social media, press releases, analyst briefings and webinar content to promote joint solutions.
People management experience preferred.
Bachelor’s Degree ; MBA strongly preferred.
Personal Characteristics will include
Very strong written, oral and social communication skills
A strong balance of strategic and tactical skills, with intellectual agility and capacity for creative thought
Ability to think outside of the box and demonstrate entrepreneurial abilities
An enthusiastic, high-energy and motivated individual who is visibly passionate and is capable of attracting and forming lasting relationships.
A strong focus on execution. Not afraid to roll up his/her sleeves.
A self-starter capable of effectively leading and executing on multiple demanding projects in a dynamic environment.
Strong ability to influence without direct control.
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Alliance Management
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-07-15
VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.
Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.
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