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Job Description: Manager -  Systems Integration & Strategic Alliances

Location: Delhi / Mumbai / Bangalore

Lead with VMware’s objective of increasing both revenue and product penetration. This role, in keeping with all VMware sales roles, is for an individual with high energy, high ambition and an overwhelming desire to succeed. Strategic Alliances in VMW India comprise of Top Global & Indian Sis, top Telco providers, large application providers (ISVs) & Technology company partnerships.

Responsibilities:

• To accelerate VMware proliferation by establishing VMware’s Products & Solutions as the industry standard within the top Sis & Telco providers in India. This will be achieved through the design, negotiation and agreement of replicable VMware solutions & activities intended to position VMware as a core component of their go to market strategy.

• Responsible for developing, maintaining and executing an elaborate business plan comprising of revenue targets, enablement plans, executive engagements and inter-organizational mapping, resulting in the achievement of the desired revenue targets for VMware, through the strategic partnerships

Tactical Objective:

• To develop, realize and maintain incremental revenue by selling and advocating VMware products and solutions to the Alliance Partners (“sell through” & “sell with”) and garner executive engagements & sponsorship.

Specific functions:

• Manage Executive engagement for India between VMware’s Management team and the Alliance Partner Executive body, across the strategic partners in India.

Build specific practices within partner organization & define GTM for all replicable solutions

• Track business plans & review the business plan progress and actions, on a quarterly basis.

• Achieve the Sales targets on a quarterly basis, with the assigned Partners.

• Own the creation of vertical specific or horizontal specific initiatives with the Partners, which leads to pipeline creation and revenue generation

• Work with teams across geographical regions to coordinate strategic account activities when required

• Execute and contribute to the development of Partner sales programs

• Establish & track training and enablement plans and activities, build capacity & capability of the partners

Qualifications:

• Ideally educated to degree level

• 15+ years’ experience selling Enterprise Software / hardware. Prior experience of working with Systems Integrators / Telco an added advantage

• Ability to establish and nurture C-level connects, within the SI organization, especially  Tech Mahindra, Sify, HCL, as also Telco RTM such as Airtel.

• Experience in building a partner-based business plan along with a successful execution strategy.

• Success in closing high value contract negotiations

• Excellent written and verbal communication skills. Strong presentation skills.

• Experience in building and leveraging Channel sales relationships and creating liaisons between the sales teams.

Category : Sales
Subcategory: Partner Programs
Experience: Business Leadership
Full Time/ Part Time: Full Time
Work From Home: No
Posted Date: 2020-04-21

Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.

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.