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APO CR Sales Manager for Cloud

VMware San José

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Develop and execute the strategic Joint Business Plan, while managing the full sales cycle of all VMware Cloud on AWS led Teaming Agreements for the CR channel, following up on incoming or self-generated leads, answering industry, company and technical questions. A key success indicator will include experience as an evangelist selling a disruptive technology and solutions with a hunter, ‘feet on the street’ attitude. Focused on building the CR channel VMware Cloud on AWS business with laser focus on demonstrating the unique value proposition our offerings bring to the market and customers. The core goal of the CR Channel Development Manager (CDM) for VMware Cloud on AWS is to train, develop service practices, and help the CR channel partners sell VMware Cloud on AWS to end users. You will have specialized product knowledge and experience and will work closely with the CR NAM teams and own the VMware Cloud on AWS business for the CR channel. We are looking for a dynamic person who will interact with sales segments and regional sales leaders to implement enablement plans and selling strategies for specific products. You will be experienced with competitive vendors and technologies and will be passionate for success.

Key metrics and impact for the CSM role:

  • Activate a VMware Cloud on AWS practice with named CR partners
  • # of CR partners who achieve Master Services Competencies for VMware Cloud on AWS
  • 20+/Q teaming agreements with CR partners focused on VMware Cloud on AWS
  • 100/qtr # of VMware Cloud on AWS new logo’s
  • Driving deployment/consumption by CR partner of VMware Cloud on AWS

Responsibilities:

  • Primary objective is to maximize VMware Cloud on AWS logo’s and revenue from existing CR channel partners while driving Teaming Agreements that will always include a deployment plan for the VMware Cloud on AWS being purchased.

  • Being able to assimilate yourself with all the CR Directors, NAM’s, and teams that own each CR account, you are an extension of each team.

  • Initiate strategic relationships with key CR partners to drive commitment to VMware Cloud on AWS and to increase the revenue driven through each CR partner. Meet CR partner plan targets.

  • Generate and drive sales and marketing plans (Partner Joint Business Plans) with all assigned CR partners—including services practice initiation, enablement, business development, and pipeline generation—and agree on goals and objectives in line with corporate strategy.

  • Drive joint VMware/partner pipeline from demand generation to close, utilizing virtual partner and field sales teams. Effectively communicate, report, track and lead sales pipeline to senior management.

  • Work closely with sales to define and execute enablement plans. Establish CR partner training and use territory specialists to drive enablement activities, ensuring CR partners have the necessary support from VMware to be successful.

  • Lead the alignment of VMware cloud on AWS planning and readiness between PS and CR channel. Serve as single point of accountability for services alignment. Manage process & bring the VMware sales teams and partner sales teams together to drive Win Win outcomes for both.

  • Lead partner practice building workshops with each of the core CR’s. In this workshop we will spend time understanding what capacity the CR partner has now to deliver VMware Cloud on AWS services, understand the partners 3-year services strategy and investment plan. Build a VMware Cloud on AWS Cookbook with the CR partner based on their strategy.

  • Assess each CR capabilities in delivering solution and services and help close the gap by leading other groups like PSAs, SEs and BU’s.

  • Driving VMware cloud on AWS with each CR, you need to conduct EBC style meetings, discuss solution and then put them into teaming agreements that can be tracked through the process.

  • Work closely with the partner PSA for the CR channel, they are heavily focused on the certifications and making sure the delivery teams are enabled, the CDM will be the lead on putting the plan together and building the strategy with the partner from the business side. Working closely with the PSA is required as once the plan is built they will execute on the enablement plan for the VMware Cloud on AWS Cookbook.

  • Share best practices with the CR channel on how to successfully build programs around PCT credit transfer. Both proactively selling PSO credits and burning down credits that have already been sold.

  • Drive the development of fact and data-based capacity models, investment plans, operational metrics for the CR channel and targets to ensure CR’s have adequate resources to deliver against CR goals.

  • Take a leadership role and accountability in working with cross-functional teams to develop winning proposals and submissions (RFQs, RFIs, RFPs, Teaming Agreements).

  • Generate new opportunities through existing relationships, lead-generation, and by scheduling and presenting at marketing events.

  • Follow up on incoming leads, schedule and present in remote or onsite meetings.

  • Follow up continuously on all potential sales pursuits, negotiate terms/pricing/contracts and advance them to close.

  • Report key metrics (revenue and opportunity forecast, pipeline, opportunity status, challenges, and needs) accurately and in a timely manner.

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