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Director, Partner Go-To-Market Networking and Security

VMware Houston

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Partner Go-To-Market Director, Networking and Security

Business Summary

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

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, collaboration, 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.

Job Role and Responsibilities

VMware is an industry leader in the Software Defined Networking market with cutting-edge technologies such as NSX and VeloCloud. With VMware NSX solutions, customers can get more value out of their existing hardware and create a solid networking foundation for their organization.

Within the Partner Sales Acceleration Team (PSAT), the Partner Go-to-Market (GTM) team plays a critical role in shaping and successfully taking VMware’s strategy to market through the partner ecosystem. In this position, you will have responsibilities to develop, coordinate and execute the all-up Partner GTM strategy for Networking & Security to meet VMware goals through all types of partners. You will define and drive partner go-to-market deliverables and work cross-functionally (i.e., enablement, demand-gen/marketing, sales and services acceleration). You will be focusing on the high growth and highly disruptive Networking and Security offerings and solutions.

You will report into the Partner Sales Acceleration Team and work very closely with the Business Units as well as several 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 NSX based offerings 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.

This is a leadership position where you will be able to influence and drive strategic direction and investments for VMware over multiple years. Your success will be contingent upon your ability to forge strong relationships and build trust with executives and individual contributors across multiple organizations.

  • Build the Partner Go-To-Market strategy for VMware Networking and Security leveraging existing and new types of partners and Route-To-Markets.
  • Build the business case to drive the company investments in Partner Go-To-Market for Networking and Security and obtain buy-in from executive stakeholders.
  • Formulate early adopter strategy as well as approach to scaling the VMware Networking and Security business through the partner ecosystem
  • Working with the incentive team, formulate the partner profitability model associated to Networking and Security that will ensure partner profitability through solutions sales, support and services
  • Ensure Networking and Security sales plays are aligned with key strategic partners
  • Drive definition, execution, evolution and performance tracking at a global level to support the Networking and Security goals working closely with the field on tracking execution
  • Act as the single point of accountability for Partner Go-To-Market for Networking and Security. Work across all key functional areas to ensure full support of Partner Go-to-Market goals including incentives, education, operations, professional services and marketing
  • Engage with Partner Route to Market (Solution Providers, Distribution, and OEMs) leaders globally and in the geos Partner Sales leadership to ensure partner activities are executed consistently and solicit feedback to better adjust to their evolving needs
  • Drive the Half-Yearly Corporate Planning process for the Worldwide Partner Organization. Obtain alignment at a Senior Executive level at HQ and in the geos
  • Lead quarterly reporting of Key Performance Indicators to VMware’s Executive staff as part of the company’s quarterly business review process.
  • Act as a trusted advisor for the Business Unit’s leadership team making sure their current and future success is enabled by a comprehensive plan across all partner types.
  • Collaborate and form strong relationships with functional areas (education, operations and marketing) to drive tight alignment on Partner goals.
  • Think ahead. Form a solid understanding of market dynamics and company direction to be able to anticipate and drive the growth the Partner-Go-To-Market strategy

Required Skills

The ideal candidate is a seasoned individual with recognized expertise in driving channel strategy and initiatives, proven results and track record of sales execution. A deep understanding of how the partner ecosystem works is a key. Outstanding executive communication, organization and people management skills are required to achieve success.

  • At least 10 years of experience in partner GTM, business development, or sales
  • Recent experience in the Networking and Security Industry
  • Proven experience with building and running a Partner Program, GTM, or Sales team (i.e. creating business plans, developing strategy, driving execution with success)
  • Experience with and deep knowledge of the channel/partner ecosystem
  • Deep understanding of partner professional services and software deployment
  • Demonstrated success working successfully within a matrix management environment
  • Ability to interact and communicate with various levels in the organization from individual contributor to senior executives

Preferred Skills

  • Experience working globally within GTM, business development, or sales
  • Strong leader, self-starter and proven team player in a high achievement-oriented environment

  • Knowledge of or direct experience with Software Defined Networking

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