National Partner Manager - IBM, Lenovo, & NetApp - Raleigh, NC

Posting Title National Partner Manager - IBM, Lenovo, & NetApp - Raleigh, NC About Us VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. We enable people and organizations by radically simplifying IT through software virtualization with a focus on three core missions: End-User Computing (EUC), Hybrid Cloud and Software-Defined Data Center (SDDC). Join our community - instigators of innovation and transformers of technology - as we envision and create what's next in IT. Get connected to an engine of opportunity fueled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT. With 13,000+ employees and 50+ locations worldwide, we are passionately driven to make an impact while contributing back to the community. Learn more at vmware.com/careers today! Job Description The National Partner Manager (NPM) position will have responsibility for sell-thru and sell-with activity of VMware products with IBM, Lenovo and NetApp. Emphasis will be placed on driving transactional sales execution through the respective partners call centers and field sales teams. Additionally, the NPM is responsible for consistency with sales engagement, expanding and nurturing relationships with the partners sales, technical sales, and marketing leadership. Performance is measured with monthly/quarterly results, linearity of sales over the quarter, pipeline growth, VMware sales capacity within the partners sales force (sales and tech certification), forecasting accuracy.

The NPM, in consultation with channel sales management and sales leadership, will have the following responsibilities:

Primary Responsibilities

Set Account strategy and direction
Coordinate national sales coverage and drive local sales execution
Work within partners call centers to drive execution on VMware products
Establish key metrics - sales and marketing related
Serve as Lenovo and NetApp primary point of contact in RTP, NC
Oversee day to day operations including presenting to end-user sales teams, developing programs and negotiating complex sales opportunities
Oversee the creation and delivery of accurate quarterly and annual forecasts and account plans
Establish strategic, thoughtful and deliberate business plans within the existing framework of our transactional and metrics oriented business model
Primary responsibility with Lenovo focuses on expanding and developing the OEM resell business
Primary responsibility with NetApp focuses on expanding and developing the Sell With sales motion with VMware
Both partners have complex requirements requiring excellent organization and documentation skills

Requirements

A minimum of 4-8 years' experience in technology sales, Channel Sales preferred, with increasing levels of responsibility
Experience working with National Partners - (Lenovo and NetApp experience preferred)
Experience with VMware or other related virtualization/cloud/IT Mgmt technologies
Experience with end user computing desired
Documented track record of success
BA/BS degree or higher, or equivalent job related experience
Experience managing in a Matrix environment
Experience and comfort level working with C-level executives and Sales Executives at OEM Manufacturers and Partners
Familiarity with storage, networking, server and data center infrastructure
Familiarity with Target Account Selling or other established sales methodology a plus
30% travel
Location: Raleigh/Durham, NC Area Location Raleigh, NC, US Is this a remote or multiple location position? Yes Requisition Number 44350BR EEO Statement VMware is an equal opportunity employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Equal opportunity and consideration are afforded to all qualified applicants and employees in personnel actions, which include: recruiting and hiring, selection for training, promotion, rates of pay or other compensation, transfer, discipline, demotion, layoff or termination. VMware does not unlawfully discriminate on the basis of race, color, religion, sexual orientation, marital status, pregnancy, gender identity, gender expression, family medical history or genetic information, citizenship, national origin or ancestry, sex, age, physical or mental disability, medical condition, veteran status, military status, or any other basis protected by federal, state or local law, ordinance or regulation. VMware also makes reasonable accommodations for disabled employees consistent with applicable law. Further, it is the policy of VMware to maintain a working environment free of all forms of harassment. Note To Applicant: Please disable your pop-up blocker prior to clicking Apply