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Job Description:
About the Role
The Partner Business Manager plays a crucial role in driving revenue and market share through our valued network of Resellers. This position requires a highly motivated and results-oriented individual with a proven track record of success in channel sales and partner management.
This role will manage and lead key partners as part of VMware’s strategy to drive services and product sales through the channel.

Responsibilities:

• Creation and execution of partner go-to-market strategy including annual partner business plans designed to achieve revenue targets and mutual success
• Pipeline Management: Develop / execute strategies to increase joint pipeline with partners. Proficiency with tools / processes to analyze, assess, and forecast.
• Driving meaningful partner enablement
• Development of joint demand generation programs with partners, marketing and product management teams
• Field account planning and alignment
• Solution Selling: Experience uncovering partner / customer needs, designing end-to-end solution architecture approaches, and communicating value proposition
• Business Acumen: Experience with partner business models and motivations for success. Expertise acting on go-to-market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
• Influence and Negotiation: Exhibit credibility and executive presence, influencing and engaging all executive and management levels
• Operational excellence: Order management; troubleshooting, payments, collections etc.
• Driving development and enablement of Partner’s Professional Services to drive adoption and high-quality services to end-users.

Skills & Competencies

• Effectively communicate VMware’s Value to partner and end-customers, aligning solutions to customer priorities, re-framing the way partners view our solutions and business.
• Drives the development of services competencies within Partners, showing revenue generation and ROI value from services delivered to end-user.
• Drives two-way communication: Engages the partners by deliberately linking their business priorities to company value proposition. Develops strong relationships with account managers in partner organisation and decision makers.
• Has knowledge of Partner’s business, current macro- and microeconomic trends, industry trends, and potential new business and uses this knowledge to help partner’s drive land and expand opportunities to closure.
• Helps partner establish value before ROI/financial terms: Qualifies and quantifies the impact of driving VMware solutions or pursuing competitor’s solutions.
• Speaks the native language of the assigned territory

Experience

• Bachelors and 8+ years of related experience; at this level post-graduate coursework may be desirable or Masters degree and 6+ years of related experience or PhD and 3+ years of related experience

Broadcom is proud to be an equal opportunity employer. We will consider qualified applicants without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, citizenship, disability status, medical condition, pregnancy, protected veteran status or any other characteristic protected by federal, state, or local law. We will also consider qualified applicants with arrest and conviction records consistent with local law.
If you are located outside USA, please be sure to fill out a home address as this will be used for future correspondence

• Creation and execution of partner go-to-market strategy including annual partner business plans designed to achieve revenue targets and mutual success
• Pipeline Management: Develop / execute strategies to increase joint pipeline with partners. Proficiency with tools / processes to analyze, assess, and forecast.
• Driving meaningful partner enablement
• Development of joint demand generation programs with partners, marketing and product management teams
• Field account planning and alignment
• Solution Selling: Experience uncovering partner / customer needs, designing end-to-end solution architecture approaches, and communicating value proposition
• Business Acumen: Experience with partner business models and motivations for success. Expertise acting on go-to-market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
• Influence and Negotiation: Exhibit credibility and executive presence, influencing and engaging all executive and management levels
• Operational excellence: Order management; troubleshooting, payments, collections etc.
• Driving development and enablement of Partner’s Professional Services to drive adoption and high-quality services to end-users