You will run and develop a team of Partner Business Managers, providing them with direction and motivation and will take ownership of forecasting all revenue for selected Partners. Your role will involve the driving an overall sales and marketing plan for our highest ranked partners within region, including selection, recruitment, investment, performance metrics etc. You will be expected to create and champion strategic relationships with senior decision makers within our key partners and ensure they are mapped to VMware management. Your other responsibilities will include:
Drive large opportunities to completion through close management of the channel team.
Manage and co-ordinate the involvement of VMware personnel, including pre-sales, partner enablement, support, service, and management resources, in order to meet Partner performance objectives and partners’ expectations.
Accountable for sales & marketing activities with selected Partners, ensuring they have the necessary and active support from VMware to be successful.
Lead the development of 6, 12 & 18 month strategic plans for partners – liaise with management to ensure it is in sync with corporate plan
Establish Virtualization as a key component of IT strategy that is adopted and promoted by partners.
Run the identification and establishment of contractual relationships with new key Resellers within region, establishing training and enablement plans internally and externally.
Map VMware channel organization to VMware corporate organization, ensuring free collaboration and communication.
Establish productive, professional relationships with key senior executives in assigned partner accounts.
Meet assigned team targets for profitable sales volume and strategic objectives.
Manages potential channel conflict with other VMware sales channels by cultivating excellent communication internally and externally, and through strict adherence to channel rules of engagement.
You should expect that the role, responsibilities and regional focus will change and develop over time along with the company’s rapid growth.
Demonstrated experience selling Enterprise Software and / or hardware, both direct sales and also partner-based sales.
Minimum five years of sales experience in a business-to-business sales environment.
Bachelor’s Degree from an accredited institution.
Strong knowledge of UK&I channel business including Resellers and Distributors, specifically their GTM, channels, personnel
Experience in leading a 2-tier channel business.
Validated people management skills, preferably within a similar sales environment.
Success in closing high value contract negotiations with a background of consistently exceeding target.
Excellent written and verbal communication skills.
Experience in building and leveraging partner sales relationships.
Experience with juggling multiple complex channel relationships in various cycles of maturity.
Experience with Cloud/SAAS models.