VMware Partner Business Manager in New Delhi, India
Designation : Partner Business Manager – North & East Region
Location: New Delhi
Manage the distribution led Partner ecosystem (Solution Provider partners) for VMware’s product portfolio across the North & East Region.
Carry quarterly revenue targets for VMware business through this set of Partners.
Recruit/ Enable / Develop Solution Provider Partners across the region for opportunity identification, progression and closing.
Joint business planning with the key Disti-led partners in the region. Follow up with quarterly business reviews. Maintain a consistent C-level engagement with the Partners.
Work closely with partners * Distributors on joint GTMs, to build their VMware pipeline. Work closely with partners to achieve the revenue goals for partner created bookings.
Liaise VMware’s sales teams with the Partners on account interlocks as well as opportunity specific engagements. Work closely with the sales team as well as the distribution team to ensure that all requisite support is provided to partners to carry out their VMware GTM.
Work closely with the Partner SE team & the specialist team to build an end to end capacity and capability with the focused partners. This includes skill sets spanning across sales, presales & implementation. Help establish a business practice within the partner organizations around VMware, that delivers consistent business quarter on quarter.
Drive partners to generate leads and acquire net new customers on the VMware product portfolio.
Strict adherence to the compliance norms and VMware’s business values (EPIC2). Ensure that all transactions are executed within the prescribed compliance norms of the organization.
Run pre-approved promotion programs from time to time with partners, to further boost pipeline generation and closures.
Work closely with partners on geo expansion initiatives (tier 2 / tier 3 cities).
Other attributes include but not limited to:
Develop trusted relationships with partners based on strong business metrics
Understand each partner's business strategies, motivation and identifying VMware's unique proposition for each partner.
Work with partners to engage in proactive sales opportunity generation, customer events, pipeline management and deal closure.
Leverage partners to identify and drive new product and solutions opportunities.
Organize joint business development activities, within the organization’s prescribed guidelines Leverage partners to maintain VMware's existing install base of customers and products and where possible, grow VMware's footprint within these accounts.
Develop, manage and measure partner performance through detailed business planning and regular reviews against the plan
Develop and customize tactical sales programs and promotions leveraging each partner's unique value propositions
Ensure that all partners are kept fully informed on all relevant VMware initiatives, activities and product and solution developments through regular updates
Provide Partners with training on VMware products and services
Manage channel conflict in the most efficient and effective manner
Act as primary contact between VMware and partners on all day to day activities.
Meet assigned financial targets
Provide accurate forecast sales potential between VMware and partners
Adhere to all aspects of VMware business policies and procedures
Be responsible at all levels for overall partner relationships and satisfaction
Fully understand channel and market drivers to determine program/promotion activity
7+ Years of work experience in the IT industry, with a minimum of 2 years in Software Sales.
Significant exposure to Channel/Partner sales or Direct sales with an OEM Vendor, especially in the domains of Networking / Security / Storage / DC Infrastructure.
Proven experience in working with major global/local distributors and resellers
Experience with moving a significant amount of software or datacenter products (servers, storage, networking) in the North & East region.
Superior written and oral communication skills.
Experience working in a high growth environment and the ability to stay ahead of the growth curve.
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