VMware (NYSE: VMW) is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. We empower our customers by radically simplifying IT through virtualization software with a focus on three core missions: End-User Computing (EUC), Hybrid Cloud and Software-Defined Data Center (SDDC).
Join our community – instigators of innovation and transformers of technology – as we envision and create what’s next in IT. Get connected to an engine of opportunity fueled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT. With 20,000+ employees and 50+ locations worldwide, we are passionately driven to make an impact while contributing back to the community. Ranked on the Forbes 100 Most Innovative Companies in the World list.
This role is responsible for the business development, recruitment and management of Cloud and Managed Service Provider accounts within an assigned territory. The Business Development Manager (BDM) will drive adoption of VMware Products and Technologies into Service Provider accounts and enable the Service Provides to go to market with VMware based Service offers through leveraging extended VMware Team resources. The BDM will be measured on consumption of VMware technology through subscription licensing revenue generated by the Service Provider's service delivery, VMware Cloud Services and other applicable products & services. The BDM may also have assigned MBO's. The BDM is expected to develop and leverage effective customer relationships at all levels including CXO's. The BDM will also be responsible for maintaining the integrity of the VMware Service Provider Program through ensuring Program compliance with all accounts.
Responsibilities:
Drive adoption of VMware products and technologies that will generate VMware subscription licensing and complimentary services revenue.
Business development planning and execution that will achieve/exceed goals
Leverage VMware Extended Teams for sales, marketing, technical, programs and legal resources to accelerate the business.
Responsible for all assigned sales goals and MBO's.
Proper and effective escalation of critical Customer issues.
Develop and maintain effective Customer Senior and CXO leadership relationships.
Leverage VMware Partner Ecosystem of Technology Alliance Partners, Solution Providers, Systems Integrators and Outsourcers and OEMs to grow and accelerate the business.
Effective management and ROI of Marketing funds.
Work with and leverage VMware 'Aggregators' supporting the VMware Service Providers.
Provide ongoing feedback to the VMware Service Provider Programs office for effective program improvements
Leveraging of VMware legal and business leadership resources to negotiate contracts as needed.
Engage with top and strategic providers in territory to develop business strategy, product definitions, field sales enablement and go to market activities.
Execute one to many service provider enablement activities
Create and manage relationships with VMware field sales to ensure business acceleration and cooperation.
Collaborate with other BDMs in the management of regional accounts.
Keep current with Cloud market changes, trends and competitive tendencies across assigned territory.
Requirements:
8+ years experience selling software, technology products and services to and through cloud service providers, telcos, or SI/SO.
Proven Experience in the process of as-a-service product design and cost modeling.
Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases involving strategic partnerships.
Proven experience managing multi-country accounts and understanding of international business peculiarities.
Deep understanding of Cloud Computing and all the XaaS offerings in market.
Fluent writing and speaking in Spanish and English.
Proficiency in data analysis with tools like Excel, Tableu and others.
Ability to travel up to 50%
Preferred location in Miami, FL or Bogotá, Colombia.
Nice to have:
Experiences with Managed Service Providers and professional services a plus.
Experience with distribution or aggregation partner models.
Ability to navigate and effectively manage large and/or global accounts
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 financial modeling experience.
Ability to accurately forecast and close business and identify risk and upside opportunities.
BA/BS degree or higher
