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SI/SO Partner Business Manager

Staines-upon-Thames, United Kingdom

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Job ID R1910670 Date posted Jul. 18, 2019

This role will be the sales interface between VMware and our Global SI/SO (System Integrator/System Outsource) Partners ina stated country. The SI/SO PBM will be responsible for managing SI/SO field engagement aligned to a specific VMware sales segment (Enterprise, Public Sector or GAM). 

Key Responsibilities 

Drive field engagement between Global SI/SO Partners and VMware field to support & facilitate SI/SO interlock on large deals & pipeline development activity.  

  • Joint account planning workshops & engaging with SISO sales & solutions leads.
  • SIR & Deal Registration where applicable.
  • Coach & support Acct Mgr on SISO partner strategy and minimizing channel conflict.
  • Attending LDR's & TMS Reviews etc.

SISO PBM specialist & SME within the Segment

  • Managing the Segment SISO forecast & pipeline.
  • Internal win wires & best practices.
  • Promote the benefits of the VMware Global SI/SO Program to both VMware Partners and field stakeholders.
  • Build intelligence & insight on SI/SO footprint across VMware portfolio areas in focus Segment.

Act as VMware point of contact for Focus Partner. 

  • Facilitate local leadership peer to peer engagement & provide enablement & escalation support.  

Measurement:

  • Documented Partner engagement plans by opportunity using the Strategic Initiative Registration & Joint Account Planning Process.
  • SI/SO Partner large deal engagement aligned to focus sales segments (Sell to, Sell With, Influence).
  • Joint win marketing references.

Key Stakeholders: 

  • VMware field sales organization.
  • Global SI/SO Program EMEA PBM’s.
  • SI/SO Partner client teams. 

Requirements:

  • 6+ year’s enterprise sales experience in the software or XaaS space. 
  • 3+ year’s SISO alliance management experience (sell to, sell with).  
  • Familiar with software field sales and SI/SO business partnering models. 
  • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management 
  • Strong business acumen and negotiation abilities including experience with large deals and channel eco-system engagements. 
  • Team player. Strong drive. Self-starter. 
  • Technical undergraduate degree a plus. MBA a plus
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