Search JobsJob DescriptionManager – Partner Solution Architects, VMware Carbon BlackThe Elevator Pitch: Why will you enjoy this new opportunity?The world is changing fast, and IT security is top of mind for every business. VMware aims to completely overhaul how companies and organizations can protect themselves with built-in security. When you're working for a company that shares your values, it's easier to enjoy what you do. At VMware we unite under a core set of EPIC2 Values: Execution, Passion, Integrity, Customer, and Community. Our guiding principle is "innovate in everything". Each day you will be challenged to bring curiosity, diversity, and an eagerness to collaborate toward bold ideas across all aspects of our business. We do it with a spirit of inclusion and trust acting as 'One VMware' to help our customers win.We are looking for a confident Channel Account Manager to join one of the fastest growing teams in VMware – Carbon Black Channel Security Business – covering Germany the Alps region. You will bring passion, self-drive and a genuine customer first approach to help our customers achieve their cybersecurity goals in the broader VMware context with our Partners. You will be actively working with both security MSSPs and Incident Response partners as well as those with more infrastructure-based partners to incorporate Carbon Back Security into their overall solutions. Your endeavour will be to establish and accelerate VMware’s Security portfolio as a critical business solution, building a sustainable reputation around our technology and in the way we do business. In this role, you will engage and be supported by a team of Security specialists, Partner Solution Architects and Professional Services to deliver value-based opportunities benefitting customers, Partners and VMware.Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? For the coming year, we would look for this individual to work with key members of the local partners organisations to strengthen relationships and help partners be sales ready by building out their security practices and execute upon demand generation activities. In addition, this individual would also be required to drive and collaborate with the broader VMware sales teams to deliver incremental revenue for the coming second half of fiscal year.Making an impact early at VMware relies on someone with demonstrable sales experience who is a strong team contributor. An enthusiastic and energetic person with a passion to further develop and learn new skills. It is essential that this person can identify, develop, and deliver incremental revenue through working closely with the partners own sales teams, VMware, and the customer. Understanding the Channel ecosystem along with cyber security knowledge and experience will also be greatly sought after in this role.What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? Meet and exceed Quarterly Partner Sales Targets and Goals.Help our MSSPs and IR partners build out their security practices by providing Sales Enablement & training around key VMware’s Carbon Black Security solution.Joint pipeline development and management.Drive co-selling activities through joint account planning, territory mapping and teaming with VMware Sellers, Distributors and Partners.Actively participate in regular business performance and relationship reviews with management and partners.Develop personal visibility and brand with the sales leaders and sellers in the focus partners.Revenue generation through developing incremental sales opportunities, cross-sell & up-sell.Manage pipeline and forecast accuracy - aligning the Partner & VMware.Work closely with VMware Core Sales, BU Specialists, Partner Solution Architects & System Engineers and Management to successfully execute on joint campaigns and projects.Participate in VMware’s and Partners’ events and activities as required.Regularly Review business plans and progress with the senior partner business manager as well as externally with key partner stakeholders.What is the leadership like for this role? What is the structure and culture of the team like?The hiring manager for this opportunity is the Director EMEA Partner Sales for Security. The team includes six Partner Business Managers that are supported by a team of Partner Solutions Engineers (SE’s) and Business Unit Specialists covering the technology portfolio.As an expanding team we are agile and passionate to make a success and help deliver on VMware’s intrinsic security message of embedding security into everything we do with our customers.Where is this role located?This person will ideally be located in Germany but we will offer flexibility depending on the right candidate.What are the benefits and perks of working at VMware?You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com.Employee Stock Purchase PlanMedical Coverage, Retirement, and Parental Leave Plans for All Family TypesGenerous Time Off Programs40 hours of paid time to volunteer in your community.Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities.Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)Wellness reimbursement and online fitness and wellbeing group classesVMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law. Search Jobs
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