Position: Alliances Business Development Manager
Location: Palo Alto

Company:
VMware is hiring an Alliances Business Development Manager in Palo Alto

VMware (NYSE: VMW), the global leader in Business Infrastructure
Virtualization, delivers proven virtualization solutions -from the desktop
through the datacenter and to the cloud-that energize business, while saving
energy- IT organizations in companies of all sizes rely on VMware and its
industry-leading platform, VMware vSphere(tm), to achieve a more efficient,
controlled and flexible IT environment- With 2009 revenues of $2 billion and
more than 170,000 customers and 25,000 partners, VMware delivers the world’s
most trusted solutions for virtualization, a strategic initiative that
consistently ranks as a top priority among CIOs- 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.

The Virtual Data Center Business Development Manager (BDM) is responsible
for driving technology convergence thought leadership and internal cloud
solutions to VMware targeted accounts along with our VDC partners (Cisco,
EMC, NetApp and VMware VAR’s)- The BDM also will map and drive sales force
collaboration; identify, qualify and drive “specialized VDC” opportunities
and function as an sales overlay for joint solutions/services and selected
VMware resell products.

Responsibilities:
- Specialized opportunity identification across virtual data center (VDC)
landscape
- Develop and manage relationships between VMware and VDC partners at all
levels including Senior Sales Management, Alliance and Channel
- Focused on global / enterprise and un-penetrated or under penetrated
accounts aligned to core regions
- Aligned with technical and delivery team to ensure development of solution
and delivery of projects
- Leverage key SI/SP and VAR partners to deliver complete customer solution
- Regular engagement with counterparts in VDC extended teams
- Drive extended VMware value across application, DB, server, network,
storage and consulting
- Close engagement with EMC/Cisco and NetApp to agree account strategy and
execution model
- Drive VMware direction inside VDC sales organizations; training programs
- Facilitate executive QBR’s, joint executive alignment, engagement and
ongoing meetings/relationships

Job Metrics:
- Revenue buckets and MBO’s
- VDC/VCE Enablement and maintain map all accounts and teams
- Maintain VDC / VCE Opportunity Forecast, success stories
- Drive VDC / VCE opportunities across the area/region
- Number of customer meetings; joint or tri account planning sessions
- Report on incremental revenue vs- channel shift
- Support a number of solution specific seminars,webinars and training
- Be able to deliver and VMware/Cisco, VMware/EMC, VMware/NetApp or VCE/N
presentations (roadmaps)
- Evangelize VMware extension technologies to Cisco, EMC, NetApp and VCE
offerings (SRM, AppSpeed, etc)

Requirements:
- 8+ years of experience in related software industry with at least 5-7
years in a selling role to Fortune 500 accounts
- Strong opportunity qualification skills
- Experience selling in both a direct and an indirect or Channel driven
model
- Experience leading a team of professionals in sales campaigns that include
sales executives, field SE’s, inside sales, field marketing, professional
services, etc
- Excellent presentation skills – Dynamic presenter with the ability to
convey information to all levels including CXO levels
- Demonstrated history working and driving partnerships with third party
companies
- General knowledge of virtualization, networking and/or storage a plus
- BA/BS degree or higher
- Travel: Estimated travel of between 30 and 50%

Contact:
Do NOT send resumes to me- Interested and qualified candidates should apply
online.
Job ID: 18286-VM
Job Title: Virtual Data Center BDM
Job Location: Bay Area
Job Details Link: www.vmware.com/company/jobs/openings/