Regional Alliance Manager

: VMware is seeking an energetic and experienced Alliance Manager with a proven track record, who has knowledge in two-tier sales models. This candidate will work with Strategic Alliances of VMware ecosystem such as HPE, Fujitsu, Lenovo, HDS and Cisco, and will cover the region of UK & Ireland, managing these partnerships from Executive to Field levels, growing sales of VMware solutions through these strategic alliances, implementing enablement and programs developed by VMware Corporate teams. Successful candidate will have a strong sales background, have had quota carrying history with success, great experience of channel development, good knowledge of large IT organizations and connection within most of the x86, Storage and Networking Hardware vendors quoted above. Creative, with strong presentation skills, work in a matrix environment, innovative, with good IT background. Location: Staines, UKI. Responsibilities: Initiates, develops and manages OEM and VMware UKI teams engagement from Executives to Field and Channel teams. Conducts one-on-one review with Regional/Country and Partner Director to build more effective communications, understand respective business priorities, training and development needs, and to drive improvement of OEM/Alliances transactional business and large opportunities. Supports business development with Vendors and VMware stakeholders to achieve effective revenue growth and customers base expansion: Creates and coordinates action plans Assists in the development and implementation of associated marketing and communication plans together with local Marketing Manager, Facilitate business process to ensure sales cycle completion till closing, being the local trusted advisor on any topic related to this strategic route to market. Design/execute specific dedicated sales development plans with each managed strategic alliance, including Enablement Program Sales and Technical personnel as well as Alliance's Partner Ecosystem resources. (Distributors, Value-Added resellers...) Create, execute and measure a comprehensive Sales Go-to-Market Plan with Strategic Alliances' Field Sales and Partner Ecosystem Sales personnel to: improve Upsell and Cross-sell leveraging partners' customers installed base, address best verticals and push joint value proposition Identify, develop, track and report pipeline jointly built with managed Alliances and their ecosystems, in association with local VMware Account managers and dedicated Funded head where applicable. Achieve and surpass revenue quota targets while securing "Light House" wins at reference accounts. Responsible for the performance and development of the managed Alliances business, focusing on 2 main objectives: Grow transactional business (deals less than 100K$) with VMware, leveraging both OEM/Alliances sales and their Channel with dedicated programs and activities Create Top account focus plan to identify and close large opportunities (>100K$), leveraging Alliances Installed base Define, implement and track specific metrics in agreement with EMEA goals and country objectives validated with NEMEA Partner Director, UKI Partner Manager and EMEA OEM & Alliances Managers Provides timely requisite reporting to UKI Partner Manager, NEMEA Partner Director as well as EMEA OEM & Alliances managers tracking defined revenue metrics and managing large deals pipeline. Requirements: 5+ years experience in Sales and or/Alliance management, business development roles in enterprise IT technology vendors. Strong understanding & successful experience of OEM/Alliances partnerships, channel ecosystem, SMB/Mid-Market dynamics and requirements as well as Enterprise market. Proven ability to coordinate and motivate sales teams A background in virtualization and an understanding of Intel's X86-based server platform. Consistent track record in meeting and surpassing multi-million dollar quota targets as an individual contributor and/or manager. Familiarity with a broad range of applications and infrastructure software is desirable. Excellent communications skills, both written and verbal. Comfort level in working in multi-national business environment. Ability to work effectively within teams, especially virtual teams. Energetic, autonomous, able to both give and take coaching A good knowledge of x86 and Storage Vendors organizations is mandatory, with special focus on HPE, Fujitsu, Lenovo, HDS and/or Cisco. Category : Sales Subcategory: Alliance Management Experience: Business Leadership Full Time/ Part Time: Full Time Work From Home: Yes Posted Date: 2020-03-31 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 bus