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Sr Manager, Partner GTM Competitive Intelligence

VMware Houston

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Partner GTM Competitive Intelligence, Sr. Manager

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

We are looking for a Partner GTM Competitive Intelligence Sr. Manager who is passionate about defining winning competitive strategies that empower the VMware teams, as well as partners. If you are a channel expert passionate about research to uncover and articulate competitive advantages, as well as have deep insights into real-world partner and customer issues across a broad range of solutions, this position is for you.

You will report into the Partner Sales Acceleration Team (PSAT) as part of the Partner Go-To-Market team and work very closely with the Business Units stakeholders, as well as Corporate team members and Field Sales. You will be bringing together information from competitors, analysts, product and GTM groups within VMware and guiding the all-up Partner GTM decisions.

The ideal candidate has a deep understanding of how the partner ecosystem works combined with strong analytical skills. Experience in conducting competitive analysis and forming independent opinions is key to success. This is a highly visible position where you will be able to influence and drive strategic direction and investments across all of VMware’s key solutions. Your success will be contingent upon your ability to forge strong relationships and build trust with stakeholders across multiple organizations.

  • Own Partner Go-To-Market competitive intelligence across Hyper Converged Infrastructure, Cloud, Networking and Security and End User Computing
  • Determine VMware’s strengths, weaknesses and opportunities as compared to other industry vendors from a Partner and Customer value perspective.
  • Provide actionable competitive intelligence and strategy for VMware to win with partners against the competition by stitching together information on competitor’s technologies, partner go-to- market strategy, programs and messaging.
  • Allow VMware to stay ahead of the game and proactively identify competitive threats and opportunities
  • Track, analyze, and share timely responses to competitive announcements and FUD.
  • Train VMware partner sales team and partners on competitive differentiation on an ongoing basis.
  • Evangelize VMware’s competitive differentiation with partners via social media and industry events.

Required Skills

  • 10+ experience in Partner sales, business development or GTM roles
  • Recent experience in a driving competitive intelligence for products or GTM
  • Deep knowledge of the enterprise data center, cloud and end-user computing market
  • Strong understanding of the real-world partner requirements which will drive VMware’s differentiation
  • Strong aptitude for analyzing competitor’s products, strategy, and messaging
  • Passion for articulating and arming internal stakeholders and partners with actionable competitive intelligence
  • Outstanding communicator including written, presentations, and analysis

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