Director, UK&I Partner Sales

RSA ,
Staines-upon-Thames, Surrey
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VMware is looking for a new Partner Director to managed, evolve and develop the UKI Alliances & Channel strategy across all key routes-to-market (Solution Providers, Distributors, SISOs, MSPs, OEM and Strategic Alliance Partners). In tight collaboration with Sales leadership, the Alliances & Channel Strategy lead will work with the UKI Sales organization, Partner Marketing, and Route-to-Market leaders to drive execution to plan. This will involve working in a highly matrixed organization requiring a high level of team work, collaboration and influence. The role will include aligning partner GTM to overall UKI strategy and help to focus and prioritize investments aligned to largest business impact and scale. Successful execution in this role will managed the partner eco-system in UKI to accelerate growth and take it to the next level. The successful candidate must balance strategic-thinking with tactical execution; build effective and enduring partner relationships, drive highly cross-functional processes, possess a sound technical understanding of VMWare's technology, and have an appreciation for application to our partners strength. This role will work across a portfolio of partners and will help VMWare grow our highest priority partnerships. This role will have exposure to a cross-functional team, and help drive execution and sales acceleration across our partners. Primary Responsibilities: * Accelerate new business and scalability by partnering with Route-to-Market ( CRs, SPs, Distis, MSPs, Carriers, SISOs, and emerging) and sales leaders to prioritize partners and activate sales engagement. * Drive FY21 business plan execution for Alliances & Channel orchestrating monthly alignment discussions across RTMs w/quarterly updates in QBRs; Works with key contacts, cross functional teams and leverages established networks outside own area of expertise to create framework and drive execution; Standardize on templates/metrics to measure progress across RTMs in support of UKI plan and bookings targets; track and report quarterly * Partner with Sales to identify pipeline gaps and opportunities to scale through partner network; participate in development of programs and execution; Consult with Sales Leaders to help optimize and enable their selling teams' execution with key partners * Continue to drive and cultivate joint sales engagement with sales segments/verticals; identify opportunities and remove obstacles * Influence partner marketing investments in support of UKI business and align to Alliances & Channel plan; ensure Marketing provides regular reporting on program results * Play an instrumental role in the UKI leadership team and the NEMEA Channel management team. Required Skills * 10+ years experience inChannel and/or Sales Management at Enterprise level * Ability to lead in a highly matrixed organization; strong collaboration skills * Highly trusted individual who maintains and expects high standards for self and team * Takes initiative, self-starter, resilient, comfortable with constant change and ambiguity * Versatile to take on other roles in business, such as channel or sales leadership and special projects as business needs dictate * Strategic thinker, who is also execution oriented; ideally has experience driving cross functional programs or processes * Effective at building relationships (internally and with partners), collaborating, and influencing others; experience working with senior executives/ partners in cross-company projects * Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing; comfort in business and technical discussions * Bachelors degree Category : Sales Subcategory: Partner Programs Experience: Business Leadership Full Time/ Part Time: Full Time Work From Home: Yes Posted Date: 2020-05-07 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 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 senso

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