Strategic Alliances

  • Title Sr. Director, Strategic Alliances
    Categories Networking, Strategic Alliances
    Location Raleigh-Durham NC or New York Metro Area (Raleigh-Durham, North Carolina Area), USA
    Job Information

     

    Job Description
    Position: Senior Director, Strategic Alliances, IBM
    Location: Raleigh-Durham (Highly Preferred); New York Metro Area
    Position Summary:
    The Senior Director, Strategic Alliances, IBM, will lead the formulation and execution of a win-win partnership strategy that supports Juniper’s goal of embedding itself – whether it be products, software, services and/or Intellectual Property – into the systems, services, software and solutions offered by IBM. This role also involves the development and support of strategies for utilization of IBM’s technology into Juniper’s portfolio. This role requires an extremely tight alignment with the business and functional groups of both IBM and Juniper to achieve this goal. This person will work at very senior levels of both companies, as well as with relevant technical, product development, marketing, operations and sales personnel at various levels of management. This person will also be responsible for developing and maintaining the executive relationships at IBM necessary to execute this strategy effectively.
    The strategy and output driven by the person in this role will include and not be limited to the following elements across Juniper’s entire portfolio: solution or reference architecture and design definition, custom R&D, integrated solutions, resale and/or OEM solutions. This person will then work with IBM business groups – across hardware, software, integrated solutions and services organizations – to align Juniper’s strategies with those of IBM and drive compelling value the joint client base worldwide and ultimately deliver incremental, profitable revenue for both companies. A mastery of IBM as a customer, partner and supplier is essential for success in this position.
    Primary Responsibilities:
    • Formulate a winning strategy and execution plan with IBM brands and services organizations to enable Juniper to drive revenue growth through “Juniper inside” across IBM’s entire portfolio. This strategy should include:
    o Identification of highest priority “win-win” initiative(s) with greatest potential for market share capture and revenue result for both Juniper and IBM;
    o Compelling value propositions for both Juniper and IBM for each targeted initiative;
    o Detailed business case that demonstrates value creation for both Juniper and IBM, including ROI, profitability and 3-year growth targets;
    o Specification of end-to-end operational requirements necessary to make each targeted initiative achievable and successful
    o Definition of packaging, go-to-market approaches, and marketing considerations for each initiative
    • Implement and execute that strategy by developing executive level relationships with IBM, driving agreement within Juniper and IBM around each specific initiative;
    • Leading the implementation, supporting IBM across multiple fronts for that implementation, and measuring the success – with hard quarterly metrics – of that initiative.
    Skills
    Required Qualifications:
    • Deep knowledge of system integration, datacenter and networking industries
    • Deep knowledge of IBM
    • Deep and broad technology breath, understanding how diverse technology portfolios link to form a solution
    • Demonstrable understanding, development and delivery of services-led solutions, OEM (hardware and/or software) solutions and integrated systems solutions for either service provider or enterprise datacenter environments
    • Understanding of product and software lifecycle management and supply chain – from design to delivery
    • Strategy, business planning formulation and execution experience, with measureable result
    • Large company account sales management experience; experience managing complex end user accounts across multiple levels and disciplines
    • High degree of executive presence; proven ability and experience to operate effectively at senior management and C-executive levels within Juniper, IBM and joint customers
    • Complex contracts negotiation experience
    • Strong business acumen and execution skills, financially astute
    • Experience working with partners, alliances and/or channels
    • Superior communication and presentation skills
    • Demonstrated ability to quickly gain trust and credibility across partner and Juniper organizations
    • Passion to win
    • Entrepreneurial, high energy and results-driven self-starter
    • Excellent team leader and builder
    • Must be comfortable working in a fast paced, highly matrixed company environment
    Preferred Qualifications:
    • General management and cross functional (e.g., sales, marketing, business strategy, P&L accountability, services, product management and development, pricing, supply chain, IT, legal, etc) experience a plus
    • Public speaking and experience engaging with press and media preferred
    • Knowledge of Juniper and its competitors is highly preferred
    • International market development experience preferred
    • Bachelors of Science in a technical field a plus
    • An MBA is preferred but not required
    Company Description
    Why Juniper?
    Juniper Networks was founded on a simple but incredibly powerful vision for the future of the network: “Connect everything. Empower everyone.” This ideal is the commitment of the company and the mission that drives every Juniper colleague every day. We are dedicated to uncovering new ideas and innovations that will serve the exponential demands of the networked world. To do this, we build solutions that center on simplification, automation, and open innovation.
    To fuel our execution on this vision, we adhere to five simple values in all that we do – every person, in every geography on every task. These five values and behaviors set the pace for the entire company. We strive to achieve these values as individuals, and we expect to see them in our colleagues.
    “The Juniper Way” is fundamental to our success in the next decade:
    We are Authentic
    We are the genuine article — a company of honest individuals who believe extraordinary outcomes are the result of uncommon and inquisitive thinking and open collaboration. We are a company of many individuals, always operating as a single global company.
    We are about Trust
    We inspire confidence in colleagues, customers and partners by always acting with integrity, fairness, respect, and reliability.
    We deliver Excellence
    We are driven by our craft. We pride ourselves on executional excellence, measurably delivering beyond expectations. Our work ethic seeks excellence as the goal and believes that disciplined repeated effort, with input from all sides, will yield the best results.
    We pursue Bold Aspirations
    We believe the networked world enables limitless possibilities. We strive to imagine, innovate, and create solutions that transform possibilities into realities.
    We make a Meaningful Difference
    We deliver the greatest net positive impact for all — colleagues, customers, partners, and shareholders. We take accountability for driving to a positive purpose. We behave in a balanced, thoughtful manner that considers every aspect and outcome of our business decisions. We operate as responsible corporate citizens.

    Source: LinkedIn Jobs.

     

    Company Juniper Networks





    Title Product Marketing Manager
    Categories Strategic Alliances
    Location Philadelphia, PA, USA
    Job Information

     

    Job Description
    Job Purpose
    Develop and implement go-to-market strategies for Government Contracting / Contract Lifecycle Management solutions including authoring, management, and storage of contract documents. Drive significant demand and revenue pipeline by gaining recognition by companies in the industry as a major solutions provider for their specific business needs.
    Job Scope
    Create and orchestrate a comprehensive marketing plan and product marketing information and messaging for internal and external use — strong emphasis is on outbound marketing — to generate new sales opportunities and accelerate current sales cycles. On a global basis provide field sales personnel with the knowledge and strategy for penetrating accounts. Effectively interface and establish credibility and confidence the industry, prospects, customers, channel partners, industry analysts, press/media, product management, sales, pre-sales and professional services.
    Key Responsibilities
    Create and implement a comprehensive marketing plan for Government Contracting Contract Management solutions with major focus of the plan being to identify the strategy (both sales and marketing) and resources required for successful execution of the initiative. Specifically develop and manage foundation components including Positioning Documents, Product Blueprints, Business Plan, Launch Strategy Plans, Product Naming and Product Packaging.
    Based on a deep understanding of issues and trends associated with commercial and government contract lifecycle management develop a comprehensive sales positioning model that includes compelling value propositions and customer applications.
    Support the field sales organization by implementing programs and tools that provide knowledge transfer. Work closely with Marketing and Sales Support to implement these programs. Specifically develop and manage sales tools including Sales Plays, Talk Track, Capabilities Map, and Competitor Sales Brief, ROI / TCO Studies, Case Studies / Internal sales success and Win / Loss Analysis.
    Work with key marketing groups to implement an industry marketing plan for collateral development. Specifically develop and manage customer ready collateral including Customer Presentations, Solution Overviews, Fact Sheets, Prospecting Letters, White Papers, External Webcasts, Reference Architecture, e-Newsletters, Reprints, Advertisements, and Demos.
    Work with the Channels and Partners group to develop a plan to identify, develop and promote key partnerships and strategic alliances with organizations that have traction and focus in contract management solutions.
    Become the “industry evangelist” and iMANY spokesperson acting as an “expert” for high level sales calls and a contact for press and analysts, speaking at conferences and trade shows, and networking to establish relationships and contacts in the industry. Specifically develop and manage external communications including Media Interviews, Press Releases, Web 2.0 — Blogs / Podcast / Vidcast, Speaking Engagements, External Web Pages on iMANY.com and on -demand Webinars.
    Leverage available resources to facilitate knowledge transfer of industry information to field sales, marketing and all constituencies at iMANY.
    Develop Market Requirements Documents (MRDs) and Business Plans for next generation products and work with the product management group to drive product direction.
    Skills
    A minimum of 6-8 years role with in-depth marketing and/or sales experience working in or servicing the government contracting industry and/or a minimum of 6-8 years enterprise software industry experience preferably in an industry role.
    This position requires an extremely talented and flexible individual with strong writing and presentation skills, deep domain knowledge, organizational abilities and who is capable of bridging customer business requirements to technical feature set and broader market trends, indices and capabilities
    Proven ability to articulate compelling, industry focused, value propositions for enterprise software customers. Strong writing skills including the ability to translate technical and industry specific information into marketing material. Strong presentation and speaking skills.
    Experience leading business initiatives including strategy planning, managing, and implementing programs on a global basis. Organizational and project management skills for managing commitments, schedules, and deadlines.
    Experience with market research and validation of marketing message traction, competitor analysis.
    Successful track record working with and leveraging resources cross-functionally in an organization to implement an initiative.
    High-energy, driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.
    Education: Bachelor of Science or Arts or equivalent experience. A Master in Computer Science, Master in Business Administration, is highly desirable.
    Company Description
    iMANY is the leader in contract performance by helping organizations improve the way they manage complex commercial and government contracting and compliance strategies by aligning actionable information with revenue-based transactions. iMANY ContractSphere, the industry’s only integrated platform for contract performance, optimizes the entire contract lifecycle, limits gross to net margin erosion and ensures compliance in today’s heightened regulatory environment. Hundreds of organizations across 21 industries worldwide, including the top 10 Life Sciences companies, depend on iMANY to reveal insights that drive more profitable business relationships.

    Source: LinkedIn Jobs.

     

    Company iMANY





    Title Partner Marketing Development Manager
    Categories Channel Marketing, Strategic Alliances, VAR/Distributor, Virtualization
    Location Virtual / Travel
    Job Information

     

    About VMware:
    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 170,000 customers and 25,000 partners worldwide. VMware’s award-winning technology, market-leading position and culture of excellence provide our 7,000+ employees in 40+ locations worldwide with a platform for professional growth and the excitement of being an early-stage innovator.
    Position Summary:
    The Partner Marketing Development Manager works with VMware’s Virtual Partner Network Solution Providers (resellers) to increase the VMware awareness and lead generation through marketing programs. The Partner Development Manager is responsible for working one-on-one with the VMware Premier & Enterprise partners within a targeted geography, creating marketing plans and communicating, educating and implementing on-going marketing and sales programs.
    The Partner Marketing Development Manager acts as a primary marketing focal point between VMware and the partner and ensures that both VMware and the partner are taking full advantage of all marketing opportunities and partner programs.
    Working with the VMware Partner Business and the Field Sales Marketing Manager in the geo, the Partner Marketing Development Manager will be responsible for launching new partner relationships and fostering current ones. This will include working with partners to develop joint marketing plans, assisting with business planning, managing internal and external communications, joint collateral, joint marketing programs, lead generation programs, and joint events.
    Duties/Responsibilities of Position:
    - Create customized lead generation campaigns with partners (e.g., telemarketing, e-mail, direct mail, seminars, advertising)
    - Develop joint marketing plans with partners, and assist with business planning
    - Help to deliver partner communications, and develop joint collateral, and strategically manage joint events
    - Build stronger relationships with partners through marketing programs and activities
    - Leverage and work with VMware Corporate, Product & Field marketing for the benefit of partners
    Position Specific Competencies/Skills Required:
    - Must have a solid understanding of marketing programs, events, and promotions
    - Experience in developing lead generation campaigns (e.g., telemarketing, e-mail, seminars, advertising)
    - Must possess excellent project management skills and communication skills
    - Must be able to easily manage cross functional teams
    - Customer focused and a partner advocate
    Experience/Education Required/Desired:
    - Bachelors or Masters degree in Business Administration, Management, Marketing or a related field
    - Minimum of 8 – 10 years experience in a marketing related job in the technology sector (software industry experience preferred)
    - High energy, enthusiasm and initiative
    - Must be able to travel on business in North America 25%

    Source: MktgLadder.

     

    Company VMware, Inc





    Title Director, Strategic Alliances
    Categories Strategic Alliances
    Location Pittsburgh, PA, USA
    Job Information

     

    Description
    Position Purpose
    The Director, Strategic Alliances is to develop Vocollect’s strategic business relationships with select rugged mobile computer vendors, while facilitating and fostering sales, product management and development relationships, to increase the market growth and penetration of Vocollect Voice. Since the focus is on developing and managing the relationships at a strategic and business level, this is a non-commissioned position.
    Responsibilities
    - Strategic Planning
    o Conceptualize, analyze and propose innovative business relationships between Vocollect and other, select mobile computer vendors that leverage each party’s strengths, market positions, etc. Develop and present business cases.
    o Define and execute an account plan for each partner and meet defined targets for business, products and other selected metrics as defined.
    - Business Relationship Development
    o Champion the product, business, and internal political merits of Vocollect’s solutions at the mobile device vendor’s executive level for the purpose of growing each firm’s business while optimizing Vocollect Voice deployments.
    o Be responsible for all partner issues and advocate for the partner to Vocollect’s management team.
    o Actively recruit and evaluate prospective partners to develop Vocollect’s ability to cover the selected target markets from a geographical and application-specific basis, and provide inputs to management on Vocollect’s overall channel and partner strategies.
    o Support negotiations and contract development with prospective partners.
    o Monitor partner and market acceptance and coordinate effective communications between the partner and Vocollect sales, product management, marketing, professional services and technical support operations.
    o Maintain effective reporting to Vocollect management on all related issues.
    - Product Management Coordination
    o Foster product management interactions with partner’s development organization to address development and interoperability.
    - Sales Facilitation
    o Work with the sales organization to manage partner interface issues on sales opportunities when required.
    Qualifications
    Required
    · General
    · BA/BS (Engineering discipline preferred); MBA a plus
    · 5 or more years product management and/or business development experience managing >$20M of multiple, high volume, hardware- and software-based products to P&L metrics in a high growth (>20%), high-tech, B2B market.
    · Willing to travel, domestic and international, up to 30%.
    · Communication Skills and Experience
    · Demonstrated high degree of initiative, creative problem solving, attention to detail, and coolness under fire
    · Proven Writing Skills: business plans, proposals, value propositions, marketing collateral, RFPs, etc. to wide range of audiences, especially executives
    · Proven Verbal Skills: succinct and to the point in various formats, including one-on-one, small group and public speaking events for a variety of deliverables (e.g. product presentations, proposals, strategies, etc.) and to a variety of audiences, especially executives.
    · >3years experience in the socialization of business cases, strategies, and the like, both internally and externally. Proven experience of persuading both internal and external people on the value of a solution.
    · Market/Technology/Competitive Knowledge
    · Demonstrated technical understanding of mobile computing software, devices and accessories, of networking technologies (e.g. RF, TCP/IP, Wi-Fi), of digital voice (e.g. de/encoding, TTS and speech recognition) and of enterprise software applications.
    · Knowledge regarding vendors of enterprise mobile computing devices and voice-directed software solutions.
    · Knowledge regarding the voice-directed workflow market in the supply chain industry re: customer needs, uses, etc.
    · Functional Skills and Experience
    · Proven track record of strategic planning, including program conceptualization, strategic proposals and business cases. Must show experience of translating customer requirements into innovative, differentiated and valued solutions and product feature/functions. Must demonstrate awareness of the business value and implications of the proposed solutions in the marketplace.
    · Proven track record of vendor relationship development that resulted in >$5M in incremental revenue to one or both firms, including partner engagement, contract development and negotiations, conflict management and problem resolution.
    · Proven track record of program management, team building, leadership and achievement in cross-functional team settings.

    Source: MktgLadder.

     

    Company Vocollect, Inc.





    Title Senior Strategic Alliance Manager – VMware
    Categories Networking, Strategic Alliances
    Location San Jose, CA, USA
    Job Information

     

    Job Description: Brocade is an industry leader in data center networking solutions and services that enable organizations to manage their most vital information assets. It’s no wonder that Global 500 companies rely on Brocade technology to keep their businesses running around the clock. Brocade has pioneered the technologies that enable highly reliable and secure data center connectivity. Today most of the world’s data flows through Brocade equipment and data center networks built on Brocade technology.
    Are you looking for a career in a high-energy, professional work environment at a company whose cutting edge technology enables the flow of the world’s digital data and on whom the high-tech world depends every day? Are you looking for a company that values and rewards your contributions, challenges you to shape your own career path, and provides top-notch personal development? If so, Brocade is the place to begin and explore your career!
    The Senior Strategic Alliance Manager is responsible for driving and executing our joint Brocade and strategic alliances business development and marketing activities. The candidate will build on the strong executive, business and technical relationships with VMware and ensure timely completion of defined integration and collaborative technical projects and go-to-market programs.
    This role will involve getting Brocade’s value proposition clearly understood and reinforced throughout the partner’s company including their sales, marketing, and product management groups. The senior Strategic Alliances Manager will work with Brocade’s engineering, product management/marketing, and joint field and channel teams to develop existing and new technical projects, business development engagements and marketing programs to generate new leads, expedite sales cycles, and generate more revenue for our solutions.
    The role is based out of the Bay Area in California. Travel may be 30%, mainly within the US.
    Qualifications/Job Responsibilities: Job Responsibilities:
    • Communicate and demonstrate Brocade solutions to alliance partner product teams, engineering as well as key solutions partners and customers
    • Evangelize Brocade products, provide training and alliance business updates to alliance partners
    • Participate in partner, customer and integrator meetings related to solutions, systems architectures, design and overall deployment
    • Identify, recommend and participate in key VMware events, user group or seminar opportunities that will contribute to the adoption of Brocade solutions within our partners and joint customers
    • Participate in speaking engagements and written article preparation related to the promotion of Brocade alliance partners joint solutions
    • Promote joint solutions within Brocade and among other key Brocade OEM and channel partners
    The role will optimally be based out of San Jose, California and may require travel both within the US, and internationally.
    Qualifications:
    • 7-10 years experience in sales and marketing or business development in IT industry
    • 3-5 years working in a partner alliance marketing environment
    • Self-motivated to deliver results with minimal supervision, while being a team player
    • Exceptional communication and presentation skills
    • Experience in working closely with sales, marketing, client services, development, executive management, and product management to meet the needs of the business.
    • Demonstrated success in crafting alliances relationships and impactful go-to-market programs
    • Knowledge in IP Networking, Fibre Channel Storage Area Network, Host Virtualization, System and Network management and iSCSI is a plus
    • B.S. degree. MBA is a plus
    The candidate will possess an outgoing personality with an obvious passion and drive to succeed in a highly competitive environment. This position will require the candidate to be a forward thinker and constantly seek-out and formulate future technology paths based on the ever-expanding partner projects and initiatives.
    The candidate must be capable of working fully independently and with the HQ team at Brocade. Heavy customer, partner alliance and OEM interaction is required and the candidate must be an excellent presenter, evangelist, and represent Brocade in a positive manner to partners, customers and analysts.
    Previous experience with VMware is highly desirable.
    Previous experience with Microsoft, Intel or Cisco will also be useful.
    The candidate must be fluent in both written and spoken English.
    Physical requirements
    • Frequent use of mouse and keyboard
    • Frequent phone usage
    • Occasional lifting up to 10 pounds
    Brocade is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, or national origin

    Source: MktgLadder.

     

    Company Brocade





    Title Strategic Alliances Product Manager
    Categories Strategic Alliances
    Location California, USA
    Job Information

    Responsibilities

    Strategic Alliances Product Management will help drive the success of Juniper’s product portfolio through OEM partners. The ideal candidate will be working with OEM partners and members of Juniper’s OEM Sales and Marketing organization to identify products for delivery, drive design wins within OEM’s, establish long term roadmaps, address product gaps and needs, discover product and company synergies and develop strategies to leverage them.

     

    Specific responsibilities include:

    Drive OEM product requirements into the Juniper product management teams and ensure the successful delivery and implementation of product roadmaps into the OEM Product Groups

    Be a key product line advocate to OEM field organization and become a go to person for OEM Product Management peers

    Author high level MRD/PRD documents as needed taking into account OEM solution sets and competitive environment

    Work closely with the OEM Operations on the creation and maintenance of long range sell in and sell through forecasts

    Support the OEM product marketing team when needed during product launches or key customer briefings

    Build the business case for new business development and obtain executive buy in for new initiatives. Develop and maintain the key product metrics in conjunction with OEM Product groups

    Develop and implement the product structure and pricing strategy for each OEM in conjunction with OEM Product Marketing

    Research  market requirements through analyst reports, customer / OEM interviews and competitive analysis

    Track and understand sales and pricing trends; be able to manage OEM pricing ecosystem

    Manage the Product Lifecycle into the OEM’s from product launch to end of life activities

    Work closely with OEM Operations to adapt Juniper‘s warranty and support policies to those of the OEM’s

    Build trusted relationships and be able to influence key OEM Executives

     

    KEY ORGANIZATIONAL RELATIONSHIPS AND DEPENDENCIES

     

    Juniper OEM Sales Management: Works closely with OEM Sales to understand OEM requirements and needs and translate them into product strategies and messages

    Juniper OEM Operations:  Jointly with OEM Operations program manages launches and works on forecasts and revenue tracking

    Finance: Work closely with the finance organization to understand margin requirements and obtain buy in for sales programs

    Juniper Product Management: Must be in lockstep with Product Management to ensure the successful implementation of Juniper OEM Product plans

    Product Marketing: Works closely with OEM product marketing to ensure alignment in Juniper’s go to market activities and development of business plans

    Juniper Sales and Channel Management: Must develop strong relationships with the sales and channel leadership to ensure field activities are aligned with the overall OEM Strategy

    Customers:  Must understand the customer’s business needs and challenges with implementing Juniper solutions to effectively advocate on their behalf with the business groups and escalate problems effectively for resolution

    OEM Executives:  Must have strong relationships with the OEM’s executives

     

     

    KEY CAPABILITIES, COMPETENCIES, AND QUALIFICATIONS

     

    Must be intimately familiar with the OEM business model including pricing, target margins, revenue mix models, field behavior, sales programs and overall OEM ecosystem dynamics

    Experience in supporting a major OEM sales field organization or field operations management as part of an OEM is highly desired

    Product Management experience with Alliance / OEM Partners and OEM product launch experience is also desired

    Ability and experience managing global programs and working internationally

    Strong finance background and business forecasting background

    Requires a minimum of 10 years experience working in high tech, ideally at least 5 with an OEM or managing an OEM Partner.

    Must be comfortable working collaboratively across many groups within the organization including sales, product management, marketing, support, manufacturing/operations, program management, legal, and finance.

    Experience in start-up or entrepreneurial setting strongly desired.

    BS in Systems Engineering and an MBA are highly desired.

    Source: LinkedIn Jobs.

    Company Juniper Networks





    Title Partner Business Manager
    Categories Channel Marketing, OEM, Strategic Alliances, VAR/Distributor
    Location Philadelphia, PA, USA
    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. The VMware sales team includes several key roles that all work together to meet a shared quota. VMware has ideal atmosphere for passionate, performance-oriented sales professionals.
    The channel sales team is aligned to the sales organization and is responsible for managing and growing our partner ecosystem. The channel 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.
    The Partner Business Manager (PBM) will act as a sales liaison between value added partners and VMware. The PBM will be responsible for driving sales revenue though our partner community. The PBM will also be responsible for qualifying, recruiting and enabling new partners, as well as managing the current partner base. 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, VAR channels and with distribution. Strong business ethics and great communication skills are a must.
    Partner Business Manager
    VMware is seeking a highly motivated individual with a background in sales, business development, and marketing to manage sales through partners. This quota-carrying position will be responsible for achieving the revenue targets and for structuring and launching new deals. A sales drive, passion for technology and understanding of product launch fundamentals is essential. Ability to influence and develop mutually beneficial relationships within and across the organization is also vital.
    Responsibilities:
    Manage the sales and marketing aspects of the Partner relationship including:
    • Revenue: Responsible for driving VMware License and Service revenue with VPN, OEM, SI/SO and Alliance partners as reseller and influencer of VMware Virtual Infrastructure and associated services
    • Enablement: Market current programs and contracts that provide partners ability to resell VMware products, and adopt VMware Virtual Infrastructure IP
    • Solution Offering: Work with current and target Partners to understand current offerings and amend to include VMware Virtual Infrastructure as part of core offerings or dedicated practice
    • Mapping: Responsible for working with partners on account mapping, go to market strategy, and facilitating partnering efforts of VMware Field Sales
    • Develop and implement marketing plans and events with select partners
    Requirements:
    • 5-8+ years experience in product marketing, technical sales, sales engineering, business development or alliance management roles in enterprise IT technology vendors
    • Must have strong relationships with Top-Tier VAR’s
    • Strong demonstrated expertise in creating, executing on, and driving solutions selling and product marketing for application and infrastructure software, especially in the context of major partnerships
    • Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
    • Demonstrated ability to with OEMs, Systems Integrators, Strategic Outsourcers, Hosting Providers and Corporate Resellers with a strong understanding of these different business models
    • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
    • Strong business acumen and negotiation abilities
    • Great team player. Strong drive. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
    • Familiarity with a broad range of application and infrastructure software is desirable
    • Technical undergraduate degree a plus, MBA a plus
    Location preference for this position is Philadelphia, PA.

    Source: MktgLadder.

     

    Company VMware, Inc





    Title Global Alliance Manager
    Categories OEM, Strategic Alliances
    Location Palo Alto, CA, USA
    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.
    Global Alliance Manager
    The End User Computing Global Alliances Manager is responsible for all aspects of VMware’s partnership with a limited number of global high impact, high value ISVs, OEMs, or System Integrators. Working in conjunction with existing alliance teams at VMware, this individual champions the End User Computing Business Unit objectives for desktop virtualization, desktop-as-a-service, and emerging application virtualization with these partners. Through existing and future VMware solutions, partners will enhance the model they use to deliver desktop and end-user services to enterprises worldwide.
    Responsibilities
    •Define and own VMware’s partnering strategy with a select group of critical ISVs, OEMs or System Integrators (“Partners”) for the End User Computing Business Unit (“BU”) as strategy and impact-potential dictate: quantify opportunity, craft strategy, define initiatives and outcomes, and orchestrate various VMware resources against them
    •Develop Partner alignment model, to match End User Computing Business Unit objectives and preferred outcomes with Partner technologies, marketing objectives, and associated sales models
    •Establish basis for significant and focused Partner engagement. Build the business case that justifies substantial investment of technical and business resources against the limited number of Partners who warrant a comprehensive commitment from the End User Computing BU
    •Work with existing VMware alliance management teams to identify areas of joint customer value and means of driving customer adoption for VMware’s End User Computing and Horizon visions through our Partners. Leverage this knowledge to drive the creation of customer adoption programs, joint selling or reselling initiatives, joint marketing campaigns, and other relevant business development initiatives that substantially accelerate VMware View adoption
    •Establish inter-company mechanisms for managing matrixed global strategic partners. Clearly define goals and objectives that will be accepted by various Partner stakeholders within the Partner and across VMware. Ensure End User Computing BU objectives achieve top-priority based upon their merit, newly-created mechanisms, and business case justification
    •Engage critical VMware stakeholders including End User Computing Business Unit product management and engineering; the Office of the CTO; the Global Strategic Alliances Organization; the Worldwide Field Organization; and Corporate Development as required to gain cross-company consensus and priority against Partner objectives
    Requirements
    •10+ years’ experience in a business development role working with large, global-reach ISVs, OEMs or System Integrators such as Cisco, EMC, Net App, HP, and Accenture
    •Ability to analyze and segment diverse markets, and develop strategic business plans around them
    •Ability to navigate complex organizations, develop trust-based relationships, and drive concrete results through direct and indirect stakeholders
    •Affinity for program management, with disciplined approach to setting objectives, goals, and measuring outcomes across a diverse stakeholder base with competing priorities
    •Comprehension of the ecosystems of applications software, enterprise infrastructure, and enterprise IT desktop infrastructure; their role in a customer’s operations end-user operations; and their relationship to VMware’s platforms and tools
    •Ability to negotiate and close a variety of complex partnership models including OEM, resale, referral, and other as required
    •Sufficient technical expertise to recognize areas of opportunity, product integration, roadmap alignment, and future opportunity with product managers from both VMware and Partners
    •Clear, concise, and effective communicator with strong, demonstrated ability to work within extended teams
    •B.S. degree required. MBA is desirable.

    Source: MktgLadder.

     

    Company VMware, Inc





    Title Director Strategic Alliances
    Categories Mobile & Wireless, Strategic Alliances
    Salary $130K+
    Location Pittsburgh, PA, USA
    Job Information

     

    Job Description
    Position Purpose
    The Director, Strategic Alliances is to develop strategic business relationships with select rugged mobile computer vendors, while facilitating and fostering sales, product management and development relationships, to increase the market growth and penetration.
    Since the focus is on developing and managing the relationships at a strategic and business level, this is a non-commissioned position.
    Responsibilities-
    Strategic Planning
    Conceptualize, analyze and propose innovative business relationships between company and other, select mobile computer vendors that leverage each party’s strengths, market positions, etc. Develop and present business cases.
    Define and execute an account plan for each partner and meet defined targets for business, products and other selected metrics as defined.
    Business Relationship Development
    Champion the product, business, and internal political merits of company solutions at the mobile device vendor’s executive level for the purpose of growing each firm’s business while optimizing product deployments.
    Responsible for all partner issues and advocate for the partner
    Actively recruit and evaluate prospective partners to develop ability to cover the selected target markets from a geographical and application-specific basis, and provide inputs to management on overall channel and partner strategies.
    Support negotiations and contract development with prospective partners.
    Monitor partner and market acceptance and coordinate effective communications between the partner and sales, product management, marketing, professional services and technical support operations.
    Maintain effective reporting to management on all related issues.
    Product Management Coordination
    Foster product management interactions with partner’s development organization to address development and interoperability.
    Sales Facilitation
    Work with the sales organization to manage partner interface issues on sales opportunities when required.
    Qualifications
    Required
    BA/BS (Engineering discipline preferred); MBA a plus
    5 or more years product management and/or business development experience managing >$20M of multiple, high volume, hardware- and software-based products to P&L metrics in a high growth (>20%), high-tech, B2B market.
    Willing to travel, domestic and international, up to 30%.
    Communication Skills and Experience
    Demonstrated high degree of initiative, creative problem solving, attention to detail, and coolness under fire
    Proven Writing Skills: business plans, proposals, value propositions, marketing collateral, RFPs, etc. to wide range of audiences, especially executives
    Proven Verbal Skills: succinct and to the point in various formats, including one-on-one, small group and public speaking events for a variety of deliverables (e.g. product presentations, proposals, strategies, etc.) and to a variety of audiences, especially executives.
    >3years experience in the socialization of business cases, strategies, and the like, both internally and externally. Proven experience of persuading both internal and external people on the value of a solution.
    Market/Technology/Competitive Knowledge
    Demonstrated technical understanding of mobile computing software, devices and accessories, of networking technologies (e.g. RF, TCP/IP, Wi-Fi), of digital voice (e.g. de/encoding, TTS and speech recognition) and of enterprise software applications.
    Knowledge regarding vendors of enterprise mobile computing devices and voice-directed software solutions.
    Knowledge regarding the voice-directed workflow market in the supply chain industry re: customer needs, uses, etc.
    Functional Skills and Experience
    Proven track record of strategic planning, including program conceptualization, strategic proposals and business cases.
    Must show experience of translating customer requirements into innovative, differentiated and valued solutions and product feature/functions.
    Must demonstrate awareness of the business value and implications of the proposed solutions in the marketplace.
    Proven track record of vendor relationship development that resulted in >$5M in incremental revenue to one or both firms, including partner engagement, contract development and negotiations, conflict management and problem resolution.
    Proven track record of program management, team building, leadership and achievement in cross-functional team settings.

    Source: MktgLadder.

     






    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
    Requirements:
    • 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