Senior Partner Business Manager - Madrid, España - VMware

Descripción

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The Elevator Pitch:
Why will you enjoy this new opportunity?

Partner Business Manager based employee dedicated to managing an small number of key Strategic Business Partners in order to help VMware primarily grow sales, increase delivery capacity and accelerate partners' contribution to innovation of the VMware/partner solution portfolio.

PBM ́s are responsible for growing sales, increasing delivery capacity and/or accelerating partners' contribution to innovation of the VMware/partner solution portfolio.

The PBM acts as the partners primary point of contact for VMware.


Success in the Role:
What are the performance outcomes over the first 6-12 months you will work toward completing?
- growth of revenue generated through and with assigned Partners
- partner demand generation and pipeline creation
- planning and increase of partner capability and capacity
- development and execution of the partner's business plan, advising on strategic development or expansion (industry, geography, solution)
- bringing new partners to revenue (when relevant) within a defined timeframe
- development of Partners from one level to the next (for VARs); percentage of Service partners that participate to VMware strategic initiatives and that reach critical mass
- partner satisfaction

Critical skill sets and experience include: an understanding of partner business model and engagement; business accumen; busines planning; enterprise software sales; marketing program roll-out; partner lead and opportunity management; VMware practice development (within partner); ability to connect partner with the proper VMware resources; relationship management; and operational execution


Also:
a high level of motivation, autonomy and slef-starting qualities.


The Work:
What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Understand partners economics, business imperatives and agendas.
• Develop active partner relationships within the regional partner base, in order to be able to influence partner's development, investment and success in VMware's priority areas.
• Achieve key stakeholder, including clevel, buyin and investment at top partners to support VMware's growth strategy in terms of license and services capacity growth
• Gain partners' focus on VMware business, and maximize/optimize partner engagement and investment in the VMware ecosystem
• Maximize partner engagement across all potentially relevant business models, ranging from coinnovation/creation of intellectual property via services engagement to joint selling/reselling
• Maximize partner engagement across territories, support partners in their drive to expand in geographies & industry verticals
• Drive early partner adoption of key VMware innovations
• Build and maintain strategic joint business plans, Ensure alignment on all levels (global, regional, local, solution areas, industry areas, etc.) on both sides in order to finetune and finalize the annual business plan. Build review cadence and drive performance scorecarding with key stakeholders within the partner.
• Operationalize the business plan in order to facilitate execution on regional / local level, with all Partner and VMware stakeholders. Execute regular business reviews with all key stakeholders.
• Continuoulsy provide partners with the right contacts within VMware and broker introduction to VMware resources that can support in the partner's development.
• Design and rollout joint pipeline generation programs that drive opportunity development, in collaboration Sales Account Executives. Develop partner sales campaigns in close collaboration with regional/local ecosystem teams, marketing, legal, inside and field sales management and other relevant units of VMware.
• Manage Partner Pipeline and collaborate with VMware Account Executive (AE) and opportunity owners, acting as a strategic liaison to VMware Services to ensure effective communications and conflict resolution as needed. Drive resolution of conflicts in order to maintain a longstanding and productive business relationship based on mutual trust. (Ensure coordination with VMware's Account Execs / Opportunity owners when reviewing partners' pipeline deals, to minimize redundant interactions with the partner on this matter).
• Report on sales progress against targets agreed and initiate corrective actions upon as required
• Develop and maintain a detailed knowledge of the sales territory, partner landscape, VMware services capacity (in VMware and partners managed), key regional business imperatives, and the regional VMware opportunity pipeline, so as to be able to communicate information and opportunities to partners, where relevant.
• Keep abreast with al