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Job Description
Partner Director, vSOM, EMEA This role will drive the successful adoption of vSphere with Operations Management (vSOM) across EMEA within the General Business (non-Named) customer segment.
The candidate will work closely with the Management Business Unit, EMEA Field Leadership, Management Specialist team and EMEA Functional Teams including Partner Organisation, Marketing and System Engineering to develop and execute an aligned Go-To-Market (GTM) strategy to meet and exceed both our quarterly and long term objectives.
General Business (GB) is a Partner-led customer segment and the focus for this role is on the non-Enterprise License Agreement (non ELA) business.
Key to success is Partner field execution for each of our primary Routes to Market (RTM) including Distributors, Solution Providers, Service Providers and OEMs.
The ideal candidate will have proven success building and running sales through a Partner/Channel Team across multiple RTMs. They should understand the key drivers of building and driving a ‘Partner-Led’ strategy in a highly dynamic and fast paced environment. This is a highly visible role and candidates should have proven I.T. industry Sales/Channel credibility and recognition. In this role the candidate must demonstrate energy, passion and a willingness to take risks. They must be a superior communicator who is driven by the challenge of leading a business in the midst of a transformation driven by cloud computing. In addition, the ideal candidate must understand the importance of working closely with various cross-functional leaders and groups within VMware to influence, co-ordinate and execute to a defined plan.
This role requires a strong leader. A person who is self- motivated and driven to succeed, with a blend of maniacal execution focus and entrepreneurialism.
This role is an important member of the EMEA Partner & GB Leadership team.
Location: Preferred location is London/South-East, other locations negotiable based on candidate experience.
Responsibilities Develop and execute an EMEA vSOM Plan. Define and coordinate all vSOM Transactional (non ELA) activities. Drive internal alignment at a Geo and Corporate level around the plan to ensure proper organisation, funding, communication and execution. Lead and influence Partner Program development and execution to support Geo goals. Build the vSOM Enablement Plan with activities led by iPBM team, Partner Readiness team, Distribution & Marketing Ensure consistent and measurable demand generation activity is place with iPBMs and Partners. Drive continuous improvement in lead flow. Leverage Marketing to ensure that MDF is used effectively for vSOM related activities. Programmatically introduce customers to vSOM at the point of contract renewal. Develop and maintain strong working relationships at the executive level with key VMware partners, industry executives and analysts & press. Defines metrics with Sales Operations to track & report. Meet and Exceed Quarterly vSOM sales targets
Qualifications
Solid proven, relevant experience including:
General Leadership
Field channel sales
Strategic partnership development
Creation of partner programs
Partnership management
Industry recognition as a Channel Leader
Bachelor’s Degree required, Master’s Degree preferred
Motivational coach and trainer, with the ability to build positive and productive working relationships and foster creativity, innovation and integrity within a team
Proven track record of consistently meeting or exceeding assigned deliverables and timelines
Relevant domain expertise in enterprise software, server and storage, or business process management
In-depth knowledge and experience in building financial models
Fantastic communication and presentation skills
Proven analytical thinking, interpersonal, communication and presentation skills
Stable and consistent work history
Posting Title Partner Director, vSOM, EMEA
Location Frimley, United Kingdom
Requisition Number 47791BR
Level of Job (LinkedIn) Director
Group Channel/Alliances
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