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Partner Go-To-Market (GTM) Director, Hyper Converged Infrastructure (HCI)

VMware Houston

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Partner Go-To-Market Director, HCI

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 vSAN powers industry leading hyper-converged infrastructure (HCI) solutions with vSphere-native, flash, optimized storage for private and public cloud deployments. vSAN is a core building block of Software Defined Data Centers and a key technology VMware works jointly with other vendors such as Dell, HP and Lenovo.

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 HCI 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 vSAN 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 HCI 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.

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 Data Center or Storage 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 the sales processes, including pipeline build and close
  • 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

We look for individuals who embody our values of humility, compassion, collaboration above isolationism, respectfulness, honesty, and good-natured fun. Additionally, we would like:

  • Knowledge of or direct experience with Hyper Converged Infrastructure
  • Experience working globally within GTM, business development, or sales
  • Strong leader, self-starter and proven team player in a high achievement-oriented environment

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