VMware accelerates digital transformation through a software-defined approach to business and IT. The trusted platform provider of choice for more than 500,000 customers globally, VMware is the pioneer in virtualization and an innovator in cloud and business mobility. A proven leader, VMware allows customers to run, manage, connect and secure applications across clouds and devices in a common operating environment.
Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.
The Solution Platform RTM Manager will report into the Worldwide Partner and Commercial Organization, working very closely with the Business Units executives and leaders as well as Corporate and field sales functions. You will be accountable for defining and executing go-to-market strategy, plans and activities to enable VMware partners to sell and deliver offerings based on the VMware Cloud Foundation solution to their existing and new customers. You will work with Product Management, Product Marketing, Partner Marketing, Partner Enablement, Partner Operations and Incentives, Education, Support and the Partner field teams to develop an engaged and productive channel go-to-market strategy.
The ideal candidate is an individual with expertise in driving channel strategy and initiatives, profitability models, messaging and have a track record of execution. A deep understanding of how a partner ecosystem works is a key. Outstanding executive communication, organization and people management skills are required to achieve success.
Job Role and Responsibilities
Build the Partner Route-To-Market strategy for VMware Cloud Foundation, connecting the solution to the partner GTM strategies for the underlying products.
Work with cross-functional teams to build and execute on plans in order to meet or exceed product GTM goals with an Integrated Go-to-Market Execution Plan for assigned product areas.
Participate and/or lead cross-functional teams in delivering on the business-critical initiatives identified therein, driving alignment across BU, sales regions and GTM functions in developing and executing integrated end-to-end GTM plan.
Conduct and present analysis to inform decision-making during execution planning and for course correction throughout the execution process.
Identify, analyze and drive strategic and critical initiatives that would help drive plan execution.
Define services strategy for partner profitability.
Develop communication for executive reviews.
Demonstrate excellent collaboration, interpersonal and communication skills, and experienced in communication at the executive level.
Be a trusted advisor to the planning community.
Ensure execution and measurement of results across BUs, sales regions, and functions.
8+ years' experience in partner GTM, sales strategy, product or product marketing roles
Solid expertise in Storage and/or Virtualization technologies
Proven experience of building and running a Partner Programs, GTM or Sales team across multiple countries, ideally globally.
Deep understanding of the channel and the various partner types
Ability to drive proven sales plays
Able to demonstrate repeated experience of creating business plans which have resulted in growth and achievement of revenues and goals
Worked successfully within a matrix management environment
Ability to interact and communicate with various levels in the organization from individual contributor to senior executives.
High energy and comfort working in a fast-paced, multi-faceted environment
Self-starter and proven team player in a high achievement-oriented environment
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.