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Partner Practice Development Manager - Digital Workspace

VMware Seattle

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Partner Practice Development Manager

End User Computing at VMware is a high growth business that is revolutionizing the way businesses deliver and control devices and applications in enterprises across the work. VMware’s flagship platform of Workspace ONE has secured a market leading position in the world of desktop and mobile infrastructure through rapid innovation.

Job Description:

The Partner Practice Development Manager will scale customer success with partners to strategically engage with a named list of VMware Solution Providers to help them build and sustain capable VMware practices, alongside increasing and achieving sales goals. This person will act as a technical trusted advisor to a portfolio of partners, and will focus on winning the hearts and minds of partner CTO, Practice Leaders, Solution Architects and Delivery resources to positively influence capacity, capability and deployment related to VMware.

The Partner Practice Development Manager is required to have strong sales and technical depth in VMware’s End User Computing technologies. This person must have the ability to build actionable relationships with the partners’ sales and technical leaders [in pre-sales departments, delivery departments, and post sales departments]. The Partner Practice Development Manager will engage with the partner and will be responsible for building and executing a practice development plan, accelerating accreditations & certifications, and tracking deployments. This person will also own a sales target aligned to the named partner list. The Partner Practice Development Manager will be instrumental in a partners’ successful services development and execution with their customers and will maintain a cadence for communication on the progress, execution and escalation of any issues to management and relevant stakeholders. This person will be a key resource in the Partner Engagement alignment model within VMware, aligning strategic initiatives with the Partner Business Manager and Partner Marketing Manager to the named accounts.

In addition, the Partner Practice Development Manager will assist their partners with building their own portfolio of services offerings or solutions based on VMware technology and by leveraging existing VMware PSO portfolio of services offerings and its underlying Intellectual property, such as services kits. In support of leveraging PSO credits with partners as well, the Partner Practice Development Manager will track and monitor customer deployments on VMware EUC solutions that coincide with sales bookings and revenue growth.


  • 7+ years of engineering, architecture, and/or business development experience with significant depth around designing, implementing, and managing critical cross-functional integration projects
  • Subject matter expertise in desktop virtualization and mobility
  • Recent experience with design, implementation & support of End User Computing projects
  • Experienced and credible C-suite advisor with strong customer/partner relationship-building skills
  • Demonstrated ability to provide impactful knowledge exchange through mentoring, workshops, partner engagements and official training forums that drive sales and services results
  • Demonstrated technical community leadership in capturing, developing, and sharing IP with the community at large as well as specific individuals to raise competencies
  • Ability to uncover business challenges & recommend solutions to solve those challenges
  • Confidence in front of C-suite to sell and drive End User Computing messaging, opportunity and investment ROIs

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