Territory Partner Business Manager Austin, TX

Company Details


Territory Ecosystem Leader, Commercial 2

Territory Ecosystem Leaders are responsible for managing and growing revenue with and through VMware’s partner Ecosystem. Territory Ecosystem Leaders are assigned to specific sales territories within the Commercial 2 segment and share the core sales teams target. This dynamic inside-based role will develop and execute partnering selling strategies for VMware solutions through VMware channel partners thereby growing revenue while helping our customers realize value from their technology purchase’s. Successful Territory Ecosystem Leaders have experience & results in direct sales, in-direct sales, business development and channel partnering.


  • Partner identification and growth: Identify, profile and develop key strategic partnerships tailored to partner capability and coverage. Drive strategy around partner investment and return on investment. Manage all partner motions, critical issues, and performance. Use internal VMware resources such as marketing, programs, development funds, and assessments in order to grow the selected partner accounts.
  • Pipeline development: Support partner contribution to planning activities. Develop go-to-market strategy and activate partners. Utilize forecasting, joint marketing & sales plays, planning resources, and mapping to develop pipeline. Align field and specialist reps with partners. Drive focused pipeline motions including volume-based inside selling and value-based field selling, focusing on advanced technologies including hyper-converged infrastructure and cloud.
  • Pipeline acceleration and deployment: Use partner and strategic motions, such as assessments, development funds, ad-hoc programs, to accelerate pipeline. Activate select partners for solution validation, proof of concept, and services opportunities.
  • Co-selling engagement: Match partners to large accounts and connecting core sales and partner sales people on large deals.
  • Customer satisfaction: Develop strong VMware knowledge and services capabilities in partners to improve customer experience.

Desired Skills and Experience:

  • Pipeline management: Proven proficiency with tools and consistent processes for analyzing, assessing, and forecasting a joint pipeline with partners. Demonstrated ability to develop and execute strategies to increase pipeline volume and velocity jointly with partners.
  • VMware solution architectural knowledge: Experience developing and understanding high level solution architecture approaches and applying them to partner solution development and GTM scenarios.
  • Solution selling: Strong experience in communicating value proposition in terms of partners’ and customers’ business needs. Demonstrated ability to use different methods (interviews, questionnaires, etc.) to uncover partner and customer solution needs. Knowledge of designing end-to-end solutions approaches encompassing products, services, processes, etc. based on customers’ requirements.
  • Co-sell expertise: Strong ability to integrate partner sales, VMware core sales and extended teams to facilitate joint selling efforts.
  • Partner management: Minimum 5-8+ years’ experience in channel sales. Experience working with solution providers, OEM partners, VAR channels, and distribution in a matrix sales organization leading multi-functional teams.
  • Partner focus: Demonstrated commitment and interest in both internal and external partner needs. Strong problem-solving and troubleshooting skills to provide innovative solutions for partner issues and to drive joint VMware and partner business opportunities. Strong demonstrated experience with partner economics, business models, and motivations for partner success.
  • Business industry acumen: Strong sales and business insight, expertise in recognizing and acting on go-to-market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships.
  • Drive for results: Highly motivated, driven, and has strong business ethics. Proven track record of achieving business objectives in a highly competitive partner channel environment including meeting or exceeding revenue goals and working with complex national and global partners and alliances.
  • Teamwork/Virtual Team management: Strong ability to build and drive relationships and team orchestration with partners, field sales, inside sales, and marketing teams. Ability to engage, excite, influence, and coordinate both partner resources and direct and indirect VMware resources.
  • Executive engagement: Ability to be credible and gain agreement from partner and VMware executives and drive executive relationships. Experience in developing precise, comprehensive executive engagement plans that ensure successful execution of joint business plans and strategies.
  • Influencing and negotiation: Exhibits credibility and executive presence, influencing and instilling confidence at all executive and management levels.

This job requisition is not eligible for employment-based immigration sponsorship by VMware

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

Category :
Subcategory: Inside Sales
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2022-06-08

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: 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.

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