Search JobsJob DescriptionThe Elevator Pitch: Why will you enjoy this new opportunity?The Tanzu Regional Solution Partner alliance team is aligned to the sales organization and is responsible for managing and growing VMware’s partner ecosystem for Tanzu and Modern Apps. The core goal of the Tanzu Alliance Manager is to acquire and activate new and dormant partners for the Tanzu and modern apps portfolio. The Tanzu Alliance Manager will work with these partners to develop practices and build services capability. The Tanzu Alliance Manager has specialized product knowledge and experience and is the primary relationship owner for all Tanzu business, but also works with the VMware core sales/partner/field teams. This dynamic field-based role also works closely with partners to implement enablement plans and selling strategies to acquire net new Tanzu customers and build partner services capacity and delivery. Successful candidates will have proven experience with competitive partners and technologies and will have a strong drive for results.Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? Pipeline management/partner revenue: Develop and execute strategies to increase pipeline volume and velocity jointly with partners.Provide innovative solutions for partner issues and to drive joint VMware and partner business opportunities.Uncover partner and customer solution needs. Design end-to-end solutions approaches encompassing products, services, processes, etc. based on customers’ requirements.SaaS & Subscription: Drive deployment and consumption to prevent churn.Achieve VMware business objectives in a highly competitive partner channel environment including meeting or exceeding revenue goals and working with complex national and global partners and alliances.Recognize and act on go-to-market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships. Application of high-level solution architecture approaches to partner solution development and GTM scenarios.Gain credibility and executive presence, influencing and instilling confidence at all executive and management levels.Develop precise, comprehensive executive engagement plans that ensure successful execution of joint business plans and strategies.Build and leverage relationships with partners, field sales, inside sales, and marketing teams. Engage, excite, influence, and coordinate both partner resources and direct and indirect VMware resources.The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? Partner acquisition: Drive acquisition, development, and activation processes for new partners focused on modern applications, especially in a multi-cloud world.Pipeline management/partner revenue: Drive joint VMware/partner pipeline from demand generation to close. Effectively communicate, report, track and manage sales pipeline to senior management. Promote collaboration with internal and external resources to facilitate regular communication between partners and VMware.Practice development: Drive development of partner services offerings and solutions to support VMware revenue growth and increase partner profitability. Increase partners’ VMware sales and delivery workforce through sales, presales & technical certifications.Partner sales and technical enablement: Build and execute enablement plans. Manage partner sales training, ensuring partners have the necessary and active support from VMware to be successful.Services engagement: Build partner capability to perform solution validation, proof of concept, and engage in services opportunities.Partner management: Initiate strategic relationships with key partners to drive commitment to VMware products and solutions and to increase the revenue driven through each partner. Meet partner sales and business plan targets.Partner business planning: Generate and drive sales and marketing plans (Partner Joint Business Plans) with all assigned partners—including services practice initiation, enablement, business development, and pipeline generation—and align goals and objectives with corporate strategy.What is the leadership like for this role? What is the structure and culture of the team like?The hiring manager is Santhosh Kumar Mariyappa Shivananda, Director Tanzu Regional Partners EMEA. Santhosh is based in Dubai with a distributed team across Europe. Your colleagues will be based in UK, Germany, and Ireland. Santhosh is a self-motivated leader focused on spotting and enabling emerging strategies to flourish in the organization to make a positive impact.Where is this role located?Paris, FranceFlexible: The role is considered flexible and will be a mix of working from the local VMware office in Paris, and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable non-daily commute of the office.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.Medical Coverage, Retirement, and Parental Leave Plans for All Family TypesGenerous Time Off ProgramsStock package40 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 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. Search Jobs
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