VAR/Distributor

  • Title Director, Channel Marketing
    Categories Channel Marketing, VAR/Distributor
    Location San Mateo, CA, USA
    Job Information

     

    Essential Functions:
    Work closely with marketing, channel sales and partners to develop strategic channel marketing plans that align with the corporate strategy and supports sales objectives.
    Develop and execute marketing activities to create awareness of VSSsolutions, educate partners, and drive sales leads against agreed metrics.
    Marketing activities will include electronic mail campaigns, events/sponsorships, seminars, webinars, partner and referral programs and more.
    Execute marketing activities from beginning to end including working with Marketing and Channel Sales leaders to identify, assess and prioritize events, engaging with partners or vendors to confirm events, managing event logistics, and tracking event feedback and leads.
    Evaluate, measure and report on all marketing activity
    Create, upload and maintain programs and events within Salesforce.com in order to support metrics for channel/lead dashboards and quarterly business reviews.
    Build and achieve ongoing relationships with strategic/top partner marketing counterparts.
    Requirements:
    The ideal candidate will have 5 + years marketing experience in a high technology environment, ideally from a Network Performance Management and/or Network Security company.
    Proven track record in successful event management, marketing programs and field marketing, yielding measurable results.
    Experience working with partners (VARs, distributors, MSPs, SIs) to develop and execute joint marketing plans.
    Experience working in fast-paced environment.
    Ability to manage multiple projects and work under tight deadlines when necessary.
    Has an open, friendly, team-building style and demonstrates resourcefulness.
    Proficiency with Microsoft applications (Word, Excel, PowerPoint, Outlook)
    Salesforce.com experience highly desired
    Business travel is expected for this position

    Source: LinkedIn Jobs.

     

    Company VSS Monitoring





    Title Contracts Strategist I
    Categories Channel Marketing, Servers, VAR/Distributor
    Location TX, Round Rock, USA
    Job Information

    Job Description

    The Global Customer Development organization is looking for a senior leader and negotiator with strong organizational management, global operations management, legal and negotiations management background in the Channel, Services and Solutions space.  This is a global role.

    The strategist will be responsible for negotiating favorable commercial terms between Dell and partners globally.  This role will be responsible for driving the negotiating process and critical alignment between internally dispersed teams.  This role will also be the primary liaison between Dell and strategic stakeholders at retail and distributor organizations. Specific responsibilities could include:

    • Enabling the organization that drives the contract process from submission through signature – including drafting, reviewing and negotiating sales contract and related legal supporting documents based on Dell’s business needs

    • Leading broad efforts of cross-functional scope and interacting with relevant functional team to ensure alignment on key initiatives, priorities and timelines

    • Responsible for providing contracts advice that facilitate CSMB business strategy as efficiently as possible within the framework of compliance of international and local laws

    • Providing contracts advice within the framework of legal risk management

    • Identifying and recommending changes to the organization’s business management system to ensure legal and business controls compliance

    • Establishing formal communication with country/regional sales directors to obtain ongoing feedback on sales contracts related issues

     

    Qualifications:

    Qualified candidates,

    • Must be multi-lingual with working proficiency of at least 2 major business languages

    • Must be customer facing, with an understanding of the required travel needs and customer engagement methods to make negotiations efficient and effective

    • Must have demonstrable negotiating experience, with extensive backgrounds in Contracts Management, Sales and Legal,

    And must demonstrate the following qualities, amongst others:

    • Solid understanding of the business, our objectives, strategy, financials and how we drive value in the Retail environment

    • Solid understanding of the regional sales plan and associated regional P&L.

    • Solid understanding of every major Channel or SMB partner – background, business, key relationships, etc. Critical to understand the customer’s Total Available Market, Dell’s Share of Wallet, and the account financials.

    • Can articulate why a contract with a customer is vital to Dell.  Strategic significance of the Channel or SMB partner, regional scope/coverage, unique selling proposition, etc.

    • Owns end-to-end contract execution – preparation, negotiation, execution, release.  Owns the process of negotiating through Internal and External customers to arrive at consensus. This will include supporting sales in negotiations (face to face/over the phone, etc), bringing in extended team expertise, and bringing in executive presence as needed. Executes all governing guidelines and business controls provisions.

    • Drives strategic direction on key deal components – P&L and profitability, Sell through programs (Rebates, MDF, Concessions) and can articulate key deal components/provisions to a wide range of audiences.

     

    About Dell Inc.:

    Want to work in an environment where each day is focused on delivering solutions that make a real difference in people’s lives? Where teams are constantly curious, and different perspectives and experiences are valued? At Dell, we believe technology is essential for human success and that it should be accessible to everyone. We are constantly evolving to better serve our customers, seize new opportunities and drive growth. Together we can change the world. Come join us.

    Dell offers a competitive Salary and Bonus plan as well as a great Benefit Package.

     

    For more information, visit us on the web at www.dell.com .

    Dell 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 Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, HIV Status, sexual orientation, gender identity, marital status, past or present military service or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics.

    Dell is an Equal Opportunity Employer.   To learn more about our commitment to Diversity & Inclusion, visit: Equal Employment Opportunity Policy Statement.

    Source: LinkedIn Jobs.

    Company Dell





    Title Sr. Channel Marketing Manager
    Categories Channel Marketing, Social Media Marketing, VAR/Distributor
    Location San Diego, CA, USA
    Job Information

     

    Websense, Inc. (NASDAQ: WBSN), a global leader in integrated Web, data and email security solutions, provides Essential Information Protection™ for more than 44 million employees at organizations worldwide. Distributed through its global network of channel partners, Websense software and hosted security solutions help organizations block malicious code, prevent the loss of confidential information and enforce Internet use and security policies. For more information, visit www.websense.com.
    Job Title:  Senior Channel Marketing Manager, US
    Location:  San Diego, CA
    Job Summary:
    The Senior Channel Marketing Manager will be responsible for the development, management and execution of field marketing programs and campaigns to drive leads against metrics through the channel. This key member of the field marketing team will serve as the primary marketing liaison between Websense and our top strategic partners, building plans and managing programs targeting end users through these channel partners.
    Essential Functions:
    Work closely with marketing, channel sales and partners to develop strategic channel marketing plans that align with the corporate strategy and supports sales objectives
    Develop and execute marketing activities to create awareness of Websense solutions, educate partners, and drive sales leads against agreed metrics
    Marketing activities will include electronic mail campaigns, events/sponsorships, seminars, webinars, partner and referral programs and more
    Execute marketing activities from beginning to end including working with Marketing and Channel Sales leaders to identify, assess and prioritize events, engaging with partners or vendors to confirm events, managing event logistics, tracking event feedback and leads, and reconciling invoices and PO’s
    Manage regional partner marketing contra budget and track spend
    Evaluate, measure and report on all marketing activity
    Create, upload and maintain programs and events within Salesforce.com in order to support metrics for channel/lead dashboards and quarterly business reviews
    Build and achieve ongoing relationships with strategic/top partner marketing counterparts
    Requirements:
    The ideal candidate will have 5 + years marketing experience in a high technology environment, ideally within an Enterprise Software company.
    Bachelor’s degree or equivalent work experience
    Proven track record in successful event management, marketing programs and field marketing, yielding measurable results
    Experience working with partners (VARs, distributors, MSPs, SIs) to develop and execute joint marketing plans
    Experience working in fast-paced environment
    Ability to manage multiple projects and work under tight deadlines when necessary
    Has an open, friendly, team-building style and demonstrates resourcefulness.
    Proficiency with Microsoft applications (Word, Excel, PowerPoint, Outlook)
    Salesforce.com experience highly desired
    Business travel is expected for this position
    Websense offers a comprehensive compensation and benefits package which includes Medical / Dental / Vision Insurance Plan options, Flexible Spending Accounts, 401K Retirement Plan with Employer Match, Employee Stock Purchase Plan, Vacation, Sick and Holiday Paid Time Off, Tuition Reimbursement, a Commuter Program expense program, Gym Discounts and more. EOE.

    Source: LinkedIn Jobs.

     

    Company Websense





    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 Sales Enablement Manager
    Categories Channel Marketing, Sales Enablement, VAR/Distributor
    Job Information

    Description

    TESLA SALES ENABLEMENT MANAGER #1349781

     

    RESPONSIBILITIES:

    - Meets with partner community and internal NVIDIA team to prioritize Tesla Sales Tool requirements for T1 OEMs, VARs, and internal sales organization

    - Works with various content providers and experts to create and package easy-to-use sales tools (e.g. sales guides, training decks, presentations, demos, collateral, ROI calculators, competitive analyzers, etc)

    - Package into format required by T1 OEMS

    - Roll-out to internal NV team and partner sales community

    - Manage updates and refreshes of all tools in use

    - Develops training curriculum and content to ensure internal NV team and partner community has expertise in:

    * How to sell  who to target in each vertical market, overcoming objections, key apps, .

    * How to try  where does customer get their hands on the product (eg  OEM lab or demo center)

    * How to buy  which partners offer solutions, sm-med-lg config options, does the OEM OA team know how to configure/place order

    - Working with internal NVIDIA partner account team establishes roadmap for partner sales enablement (calendar of tools, trainings, events)

    - Establishes relationships with counterparts at T1 OEMs, documents and understands relationships within the OEM to drive Sales Enablement, and directly engages with them on status

    - Collects feedback from partner community and internal sales org on effectiveness of tools and continuously works to improve quality of content, format, and delivery worldwide

    - Leads cross-functional internal team meetings to track status of deliverables and share partner feedback

    - Works with NV SA and OEM team to ensure all partner labs and customer briefing centers are equipped with product and marketing materials

    - Manages content, agenda and speakers of key subject area for Annual Sales Conference

     

    MINIMUM REQUIREMENTS:

    - Excellent written and verbal communication skills

    - Demonstrated ability to work in a cross-functional team environment

    - Strong customer relationship skills

    - Ability to thrive in a fast-paced, rapidly-changing environment

    - Self motivated, ability to work with little definition and without supervision while multi-tasking and prioritizing across a number of projects and initiatives

    - MS/BS required, MBA or equivalent strongly preferred

    - 5+ years of product marketing, business development, technical marketing or related field

    - Experience and understanding of high performance computing market is preferred but not required

    - Willing to travel as required to meet with partners and lead training efforts (up to 15-20% of time)

    Source: LinkedIn Jobs.

    Company Tesla





    Title Channel and Field Marketing Manager
    Categories Channel Marketing, Field Marketing, VAR/Distributor
    Location Greater New York City Area, USA
    Job Information

     

    Job Description
    This marketing role will manage Channel and Field programs globally to develop and execute in region events and direct marketing programs as well as manage the Varonis Partner Portal to drive business via the channel and support in-region field marketing activities. This role must be able to work cross-functionally and coordinate with Varonis sales teams as well as directly with VARS and distributors to provide marketing programs and enablement tools to maximize opportunities.
    Responsibilities include:
    • Develop and implement measurable Channel and Field Marketing Programs that build awareness; generate highly qualified leads and drive the development of productive relationships with our channel partners.
    • Translate channel sales goals into actionable marketing plans and programs.
    • Manage channel marketing budget and ROI from programs
    • Work closely with channel partner and sales teams to continually refine and improve Channel and Field programs and campaigns.
    • Identify and deploy multiple marketing vehicles (i.e. online and in-person events, channel newsletters, online communities, and product campaigns) to provide channel partners with awareness campaigns and sales/marketing enablement materials.
    • Ongoing evaluation, tracking and reporting on success of channel marketing programs.
    • Regularly interacts with VAR and Varonis marketing leadership. This position reports into the Sr. Director of Worldwide Marketing
    Skills
    Required Skill Set and Experience:
    • Minimum of 3-5 years of related experience in Channel and Field Marketing with sales teams, distributors and resellers.
    • Able to work well independently and in a team environment, and interact with individuals at all levels in the organization.
    • Well-developed interpersonal and organizational skills; detail-oriented. Highly-motivated and self-starter who is comfortable working in a fast-paced (start-up like) environment.
    • Able to effectively prioritize and manage multiple tasks and deadlines.
    • Be able to analyze market and sales data and produce relevant reports and trends.
    • Able to effectively prioritize and manage multiple tasks and deadlines.
    Salary/Benefits: Salary commensurate with experience
    We offer competitive benefits to eligible employees (medical, dental, and vision plans).
    Company Description
    Varonis provides actionable data governance software solutions, offering unprecedented automation in unstructured data protection.
    Founded in 2005, our over 4000 installations span leading global firms. Varonis solutions enable total visibility and control over your unstructured and semi-structured data, ensuring that only the right users have access to the right data at all times.

    Source: LinkedIn Jobs.

     

    Company Varonis





    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 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