Director, Business Development, Cloud & Infrastructure Partners
Reporting to the Senior Director, Strategic Technology Partners in the Strategic Corporate Alliances (SCA) organization, this role will be responsible for managing the relationship with a variety of cloud and infrastructure partners, to expand or create partnerships through development of new solutions that drive material sales impact. This individual will be expected to build executable business plans with strong governance and measures of success. Cross-group collaboration and the ability to influence without direct control over resources will be required to deliver extraordinary results. Those with a confirmed ability to identify lucrative business opportunities through delivering creative, differentiated solutions that marry up applications and infrastructure will excel in this role. Preferred location for this position is Seattle, WA.
As a key member of our Strategic Technology Partner team, you will be responsible for:
Evolving, implementing, and driving VMware's strategy with partner, which supports the growth plans of the business units, regions, and key strategic priorities.
Uncovering and incubating creative and differentiated solution offerings with customer value as the top priority.
Gaining agreement and negotiating joint investments (resource and financial) from VMware and these partners as well as Dell Technologies companies and other Route-to-Market partners that may act as a deployment/recommendation engine.
Generating internal support with key stake holders, and ensuring that business development goals are supported through appropriate availability of products, services and support for customers and partners.
Ability to travel (up to 25%) in support of above responsibilities.
Other key areas of focus include
Lead all aspects of assigned partners to grow revenues through new solutions that utilize the full VMware portfolio of technologies while meeting assigned MBOs, including revenue targets.
Develop effective partner business plans that include quantifiable goals, technical landmarks, marketing and sales execution, resource mapping and sponsorship.
Manage balanced governance and communications across the cross-functional team of resources internal and external to VMware.
Qualifications & Experience
The candidate will have over 10 years of professional experience in the technology industry with over 5 years of experience getting results through partnerships with well-regarded hardware, software and/or services companies. Virtualization domain knowledge is a plus. Domain experience in cloud, infrastructure or business applications would be a distinct advantage. Leadership experience is not required.
Business development, alliance management and sales disciplines with a focus on revenue generation through partnerships
Consistent track record driving incremental revenues from joint alliance solutions in excess of $10M
Relationship driven with a strong dedication to collaboration and an established ability to build credibility across internal constituents, industry authorities, and external partners
Ability to work across a geographically distributed and matrixed environment, motivating resources toward a common goal
Contribution towards and creation of effective and quality collateral including but not limited to sales decks, social media, press releases, analyst briefings and webinar content to promote joint solutions.
Personal Characteristics will include
Very strong written, oral and social communication skills
A strong balance of strategic and tactical skills, with intellectual agility and capacity for creative thought
Ability to think outside of the box and demonstrate entrepreneurial abilities
An enthusiastic, high-energy and motivated individual who is visibly passionate and is capable of attracting and forming lasting relationships.
A strong focus on execution. Not afraid to roll up his/her sleeves.
A self-starter capable of effectively leading and executing on multiple demanding projects in a dynamic environment.
Strong ability to influence without direct control.
Bachelor's Degree ; MBA helpful