The Elevator Pitch: Why will someone enjoy this new opportunity?
As the Vice President Americas Partner Organization, you will have the opportunity to lead, grow and transform one of the most critical sales businesses at VMware. You will steer and scale VMware's partner organization that serves are the sales enabler behind our Multi-Cloud, SaaS and Subscription strategy. Through the partner organization you will engage and shape the future of some of the largest and most influential customers in the US and accelerate their digital strategies. If you enjoy the freedom of building high-performing teams that are natural collaborators and remain laser-focused on creating dynamic customer experiences, you'll feel right at home playing a major part of our future success!
Success in the Role: What are the performance outcomes over the first 6 - 12 months that they will work toward completing?
Drive an indirect sales organization across all routes to market to generate growth for both our strategic partners and the Americas sales organization. Key measurements will include bookings, transactions, solution mix, account acquisition, and deployment /consumption of advanced technologies.
Develop a strategy with sales, marketing, solution architects, professional services and inside sales across all segments for strategic partners in market along with all indirect channel business.
Own and drive the top and bottom-line targets for this route to market and act as the Americas partner lead, developing, implementing and supporting Americas execution of all field/ PBM/marketing, services, specialists and solution architect strategies and related execution/delivery plans.
As a steward our great company, you'll assume a hands-on leadership role that routinely advocates and models our One VMware and Customer First mindset. In this dynamic role, you will win the respect and trust of customers, colleagues, and your team as a thought leader who possesses the highest caliber of integrity, trust and passion for solving customer challenges.
The Work: What type of work will they be doing? What assignments, requirements, or skills will they be performing on a regular basis?
Leadership: Set aspirational goals for the organization and create a unified vision for the team to rally around. Work with high performing leaders to develop cross organizational strategic plans and integrate organizational processes.
People management: Inspire the team to high performance through a combination of structured processes and unstructured interactions. Set sales and engagement cadences that make things happen with and through our partners.
Executive engagement: Motivate and drive business initiatives with Partner Principals / Sales Executives. Quickly establish relevance and value with senior decision makers through strong executive presence and appropriate executive level communications.
Team management: Exhibit strong drive and willingness to take leadership roles in driving initiatives, working across organizations, and structuring approaches to new opportunities. Expertly build and develop cross-functional relationships with channel partners, sales, marketing, technical management teams, and customers.
Partner management: Recruit, train, mentor, motivate, and retain a successful group of partners. Engage with product marketing, technical sales, sales engineering, business development and planning, alliance management and customer-facing strategic partners.
Solution selling: Communicate our value proposition in terms of partners' and customers' business needs. Build end-to-end solution approaches encompassing products, services, and processes based on customers' requirements.
Play a key leadership role in helping VMware transform into a company that wins the multi-cloud enterprise segment, operates as a consumption-obsessed SaaS company and adapts our internal mindset to operate as One VMware. in driving our Diversity, Equity and Inclusion initiatives as we continue hiring, retaining and developing a world-class sales team.
What is the leadership like for this role? What is the structure and culture of the team like?
This role reports to Dan Zugelder, our SVP of AMER Sales. He is a passionate sponsor of our customers and team members. If you have a history of strong customer relationships and investing in internal talent to create a pipeline of future leaders, you are sure to get along very well with Dan.
Your peers on the Sales leadership team bring an enterprise perspective to their work and are focused on driving outcomes and change across VMware. Working with other senior business leaders the team is focused on VMware's business transformation, driving and leading with urgency, building from a customer lens in, and acting as One VMware. Our EPIC2 values always serve as our North Star and remain central to everything we do (Execution, Passion, Integrity, Community and Customers).
Where is this role located?
This role is Americas based with significant customer and team presence in the United States. The role does not have a specific location or VMware office requirement. This job can be performed with a mix of remote and in person customer and team engagement outside VMware facilities if they are not local.
What are the benefits and perks of working at VMware?
You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com .
Employee Stock Purchase Plan
Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
Generous Time Off Programs
40 hours of paid time to volunteer in your community
Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities
Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
Wellness reimbursement and online fitness and wellbeing classes
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Partner Programs
Experience: Executive
Full Time/ Part Time: Full Time
Posted Date: 2022-10-07
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.
