Job: National Partner Manager, Distribution

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    Title National Partner Manager, Distribution
    Categories Channel Marketing, Cloud Computing, Strategic Alliances, VAR/Distributor, Virtualization
    Location Mexico City, Mexico
    Job Information


    VMware (NYSE: VMW), the global leader in cloud infrastructure, delivers customer-proven virtualization solutions that significantly reduce IT complexity. VMware accelerates an organization’s transition to cloud computing, while preserving existing IT investments and enabling more efficient, agile service delivery without compromising control. Organizations rely on VMware, its partners and its industry-leading virtual infrastructure platform, VMware vSphere, to energize their business through IT, while saving energy—financial, human and the Earth’s. With 2009 revenues of $2 billion, VMware has more than 190,000 customers and 25,000 partners worldwide. VMware’s award-winning technology, market-leading position and culture of excellence provide our 8,200+ employees in 40+ locations worldwide with a platform for professional growth and the excitement of being an early-stage innovator.
    The VMware sales team and the solutions, products and services we deliver are revolutionizing data centers and the IT enterprise network. The sales team is responsible for driving new business, building customer loyalty, ensuring high product retention rates, supporting and promoting corporate strategy and initiatives, and developing and executing area business plans. The team is made up of top performers that foster an entrepreneurial team spirit and a team culture that promotes leaders at all levels. VMware’s executive sales leadership is hands-on, regularly engaging with the team during key parts of the sales process to win and retain accounts. VMware experiences exceptional year-over-year revenue growth, creating an ideal atmosphere for passionate, performance-oriented sales professionals.
    The partner sales team is aligned to the sales organization and is responsible for managing and growing our partner ecosystem. The partner team shares responsibility in driving revenue goals within the territory. VMware has many types of partners: OEMs, VARs, Distributors, National Resellers, and Technology Partners etc. The channel team works with the assigned partners to enable the partner by facilitating and providing training, developing joint go to market strategies and creating marketing plans and events.
    Based in Mexico City, The National Partner Manager will be responsible for driving sales revenue in Mexico though our partner community. This is being accomplished by the use of highly focused and very experienced account management teams, dedicated marketing, engineering resources, and substantial executive level commitment. The desired candidate will have the proven ability to sell complex software solutions to both technical and executive audiences and must understand how to work with OEM partners, national resellers and value added resellers. Strong business ethics and great communication skills are a must.
    Distribution NPM’s are responsible for national consistency, engagement, relationship, marketing, operations and Total Partner Experience in their respective accounts. National Partners are highly strategic, and have complex requirements requiring excellent organization and documentation skills. The NPM, in consultation with channel sales management, and sales leadership will have the following responsibilities:
    Primary Responsibilities:
    • Responsible to define Distribution strategy and execution
    • Establish key metrics – sales and marketing related
    • Serve as the partner’s single point of contact
    • Oversee day to day operations
    • Present written quarterly reviews and annual plans to all levels of partner management
    • Develop proposals and negotiate legal agreements
    • Oversee the creation and delivery of accurate quarterly and annual forecasts and account plans
    • In conjunction with marketing team, establish highly strategic, thoughtful and deliberate business plans within the existing framework of our transactional and metrics oriented business model
    • May be asked to be a team leader and provide professional leadership and coordination on a single, key, national account
    • A minimum of 10+ years experience in technology sales with increasing levels of responsibility
    • Experience working with Distributors
    • Documented track record of success
    • College Degree required, MBA preferred
    • Experience managing in a matrixed environment and utilizing corporate resources and subject matter experts
    • Experience and comfort level working with C-level executives at Fortune 500 companies
    • Familiarity with storage, networking, server and data center infrastructure
    • 50% travel
    • Proficient in Spanish and English

    Source: MktngLadder.


    Company VMware, Inc

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