EUC Partner Development Specialist

RESPONSIBILITIES

Business planning – assess the business opportunity in the key markets within the EMEA geography, and identify and prioritise the operators who should be targeted in each market
Executive sponsorship - gain executive commitment to build VMware-based, Digital Workspace offerings incorporating the appropriate cloud/managed service offerings
Proposition development – build offerings in partnership with the relevant partners designed to address the identified target markets
Commercial negotiation – negotiate pricing and appropriate contractual framework to support partner offerings
– define and execute the go-to-market plan for the relevant offerings, including demand generation, sales and pre-sales enablement
Joint selling – facilitate engagement with relevant VMware sales teams, build trust and support partners in key joint pursuits
Competitive strategy - build a strategy to increase VMware’s share of partner wallet, specifically targeting vendor consolidation and competitive migration
Customer success – ensure that the services delivered by partners to our joint customers are of a high quality and provide an experience commensurate with the VMware brand
KEY SKILLS AND KNOWLEDGE

8+ years of enterprise software sales and/or partner management experience in the Telco Operator/MNO space
Detailed understanding of Telco Operator/MNO business models and how to leverage these organisations as routes to market
Familiarity with selling cloud or ‘as-a-service’ solutions
Strong negotiation skills and a proven track-record in closing multi-million dollar transactions
In-depth understanding of the mobility, identity and desktop virtualisation markets, related vendor landscape and partner ecosystem
Experience of proposition development with Telco Operators/MNOs and associated go-to-market planning and execution
Strong presentation and communication skill, comfortable with C-level audiences
Must be familiar with working in a large, matrixed organisation
Willingness to travel across EMEA as required

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