senior partner business manager

senior partner business manager

10-13 years
Not Specified

Job Description

  • Senior Partner Business Manager

The Partner Business Manager will be responsible for developing and managing partnerships in China with both global based key global system integrator (GSI) and innovative startups that are important to the VMware market. This will include relationship building, joint R&D efforts, sales enablement and field engagement, awareness creation and demand generation.
Key responsibilities:
- Work closely with the VMware sales (including SEs) teams to identify key GSIs that have complementary software products with stable market share in the specific industries that matter the most to VMware's Chinese market and go to market (GTM) plans.
- Work closely with VMware VIN (VMware Innovation Network ) team to identify innovative startups which are very important in customer digital transformation, moving to Next Gen business and embedded VMware new solutions like Tanzu etc.
- Approach, recruit, and build strong executive relationships with relevant GSIs in the Chinese theatre
- Develop executive-level joint business plans that include coordinated GTM strategies, shared metrics, and milestones to achieve the partnership business case for each GSI
- Enable/unblock VMware sales/business expansion with respect to specific GSI workloads. Including joint solutions, field enablement, marketing, support, and demand generation
- Drive partner internal adoption of VMware technology in conjunction with VMware Sales: Sign up new partners for existing and new partner Programs and promote adoption of VMware technology internally within the technology partner
- Scale, manage, execute set of programmatic partnerinteractions/relationshipsdriving related programs, processes and internal VMware cross-functional coordination
- Create new initiatives that drive product sales and evaluations and track closure of leads.
- Drive press/analyst awareness activities with partner and with VMware PR team when appropriate.
- Deep knowledge of Cloud, SaaS business models and offerings
- Understanding of marketing fundamentals: From the strategic to the tactical.
- At least 10 years working with or for a top enterprise software company in alliances, business development or partner management
- Experience with embedded OEM software sales or GSI licensing models
- Strong interpersonal skills and ability to motivate external teams to work towards a common goal
- Excellent written, oral and customer presentation, influence, and negotiation skills
- Creative approach to local partnerships and marketing
- General business acumen
- Results-driven
- Willing to roll up sleeves and focus on the detail, while conversing with partner peers on high level plans
- Excellent English skills.
- Technical undergraduate degree and/or MBA a plus

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Equal Employment Opportunity Statement: 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.

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