Sr. Global Technical Alliance Manager - HCL
Role Overview:
The Sr. Global Technical Alliances Manager is the primary leader and owner for all technical and solutions aspects of one of our top tier Global System Integrator (GSIs) alliances partners.
Primary Responsibilities:
The primary responsibility of the Sr. GTAM is to drive global bookings growth for VMware through the VMware partner channel route to market:
Work with Named Partners (PARTNER) to identify, develop, and bring to market value- added, repeatable, partner-labeled services/solution offerings based on VMware products and services
Build strong relationships with technical leadership within the partner in order to become a strategic advisor around digital transformation
Support initial sales engagements by helping the partner solution opportunities that utilize new VMware products and cloud services.
Maintain a deep understanding of the digital transformation market and its dynamics; client needs within it; partner business focus; partner business strengths and direction within marketplace
Help partner to realize VMware company value through successful partner business growth using VMware's platform and services
The Sr. GTAM will lead and drive all global VMware technical alliance activities, design wins and solutions pipeline with partner:
Build and manage a comprehensive yearly technical business plan with named partners
Directly manage and focus all VMware technical touch points with partner
Work closely with the Global Alliance Director (GAD) and all VMware Business Units (BU) to ensure and manage alignment with partner initiatives and objectives as needed
Collaborate with GAD on creating a yearly global alliance business plan
Collaborate with GAD on establishing global alliance priorities based on the overall business plan and make sure that these priorities are clearly transmitted and carried out by the VMware global alliances team
Participate and collaborate with GAD on quarterly executive alliance reviews
Lead and collaborate with Regional Technical Alliance Managers (RTAM) and Regional Partner Sales Managers (RPSM) on pipeline, training, certification, business alliance and direction of partner as needed and ensure consistent global business plan execution across all the regions
Proactively manage all technical aspects of the business plan and report them in a quarterly dashboard owned by GAD/GTAM
Support global technical alliance and solution development activities with partners and VMware BU as needed to ensure consistent global business plan execution across all the regions
Participate in all VMware and partner conferences in an effort to provide awareness and collaboration on joint partner global GTM solutions activities relative
Lead and manage partner collaboration with VMware embedded architects, BU resources or third-party entities relative to VMware global VMware technologies and solutions
Collaborate with SISO and partner marketing resources on establishing and executing a strategic alliance global marketing plan with
Lead the deployment and execution of partner design wins and solutions pipeline
The GTAM will lead in driving and developing the global partner's awareness and expertise around VMware platform, products, and services capabilities:
Drive VMware technical acumen, training, and competency within partner
Develop and execute a global partner enablement plan
Drive VMware certification and accreditations within partner
Drive and collaborate with partner on internal development of Center(s) of Excellence (CoE) and appropriate co-investments based on VMware products and services
Collaborate with VMware partner alliances team to drive VMware platform, products and services implementation and deployment within the partner
Drive overall sense of confidence within the partner to use, recommend and deploy the VMware platform and services offerings
Drive product, BU and services roadmap discussions with partner
The GTAM will support, uphold, and embody the VMware EPIC2 values as corporate representatives of VMware to our partner community
At VMware, we dare to reach our goals in a collaborative, thriving environment with shared values. The acronym EPIC2 (Execution, Passion, Integrity, Customers and Community) represents the hallmark of our VMware culture, and what we stand for as individuals and as a community.
How we deliver on our corporate vision comes through in the work we do every day. Our people are driven to create amazing innovations in a workplace that encourages growth and supports learning.
Key Metrics:
Direct & Influence VMware Revenue
Go-to-market solution launches
Enablement
Global Enablement Plan for the SISO Partner
Technical Accreditations and Certifications within SISO Partner Ecosystem
Competency attainment within VMware Programs i.e. MSC, Solutions etc.
Role Requirements:
4 yr. bachelor's degree in Computer Science, Engineering or Mathematics or commensurate experience. MBA Preferred.
Total 15+ Years of experience, 10+ yrs. of technical alliance experience, preferably with/for SISO, OEM.
VMware product and technology experience preferred.
Experience building and managing solutions and enablement programs, including all program lifecycle aspects (such as building a business case, high-level architecture definition, resource plans, education/communication plan).
The candidate should be an accomplished presenter of sales and technical material to both small and large groups. The ability to present extemporaneously is desirable. Excellent communication skills, both written and oral are required.
Strong knowledge of SISO, OEM, or Telco business strategies as well as pursuit and delivery models highly desired.
Working knowledge of cloud services and cloud computing highly desired.
The candidate must be a self-starter and possess excellent time management skills.
The successful candidate will function independently to determine proper methods and procedures and may supervise other personnel as part of the role.
Program management experience desired.
Compensation:
At VMware, you're On-Target Earnings are real, not virtual. We offer a competitive base salary plus a monthly commission which is tied directly to your team's quota attainment. Of course, given our growth, many of our teams surpass quota and enjoy the benefits of a plan that includes commission accelerators.
Other Benefits:
VMware is proud to offer you and your family a comprehensive program of benefits that are among the best in the industry. All of our benefits can be found at http://benefits.vmware.com
This job requisition is not eligible for employment-based immigration sponsorship by VMware.
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Solutions Architect
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-10-21
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.
