VMware Business Development Manager-VMware Cloud on AWS- SISO Market in Chicago, Illinois

Business Summary:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

Job Description:

This role is responsible for the recruitment, management and business development of strategic partners focused on the expansion of our Managed Services Program. The Business Development Manager (BDM) will function in an overlay capacity driving increased adoption of VMware’s expanding suite of SaaS offerings but with a major focus on our VMware Cloud on AWS offering. The primary target market is focused on VMware's Top System Integrator/System Outsource accounts.

Job Responsibilities:

  • You will drive adoption of VMware products, services and technologies that will drive revenue and alignment with VMware’s vision and strategy.

  • You are responsible for business development planning and execution across Sales, Technical and Marketing disciplines that will achieve/exceed goals.

  • You will leverage VMware Extended Teams for sales, marketing, technical, programs and legal resources to accelerate the business.

  • You lead proper and effective escalation of critical Customers issues.

  • You develop and maintain effective Customer Senior and CXO leadership relationships.

  • You will collaborate with VMware Partner Ecosystem of Technology Alliance Partners, Solution Providers, Systems Integrators and Outsourcers and OEMs to grow and accelerate the business.

  • Drive all assigned sales goals and MBO's and provide effective management and ROI of development funds.

  • Engage VMware 'Aggregators' supporting the VMware Service Providers to ensure accurate and on time VMware software and Service Usage reporting.

  • Provide ongoing feedback to the VMware vCloud Air Network Program office for effective program improvements and escalations.

  • Engage VMware legal and business leadership resources to negotiate contracts as needed.

  • You are measured on VMware bookings and/or revenue generated by the Service Provider's service delivery and may also have assigned MBO's.

Job Requirements:

  • Do you bring 5+ years selling software into Service Providers, SI/SO's and/or Major Accounts.

  • Are you an expert in selling software, technology products and services to and through service providers and ability to navigate and effectively manage large and/or global accounts?

  • Ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships.

  • Knowledge in Cloud Computing and key elements of virtualized infrastructure, Infrastructure-as-a-Service(IaaS), Platform-as-a-Service(PaaS), and Software-as-a-Service(SaaS) 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 and experience in value selling.

  • Team player with strong interpersonal, communication and collaboration skills.

  • Ability to accurately forecast and close business and identify risk and upside opportunities.

  • Organized and effective in the development and execution of business development planning.

  • Familiarity with contractual aspects and concepts of right to use software licensing and intellectual property.

Preferred Skills:

Our team looks for individuals who embody our values of humility, compassion, collaboration above isolationism, respectfulness, integrity, and good-natured fun. Additionally, we would like:

  • You have experience in Software, Cloud, or Infrastructure such as Compute, Network, Storage.

  • You have a deep understanding of Amazon AWS Cloud Services and/or VMware.

  • BS/BA or related industry field sales experience.

  • You have enterprise company experience.

  • You excel in strategic and value selling? including managing six and seven figure transactions?

  • You have success winning net new accounts as well as selling into white space within existing install base.

  • Location: East Coast preferred.

VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.