Head, Global and Strategic Partners

Title: Head, Global and Strategic Partners

**Why will you enjoy this new opportunity?**

Prior experience working with leadership at channel partners to launch and successfully execute new programs

**What are the performance goals over the first 6-12 months you will work toward completing?**
- Responsible for leading our team of Partner Business Managers and Partner Development Managers for developing business with Global System Integrators and OEMs within that territory. As the Head of Global and Strategic Partners, your main goal is to achieve revenue targets through your partner ecosystem where applicable. Also based on your deep understanding of VMware channel program, you should leverage to increase partner engagement and profitability.
- Driving partner-led customer success with Global and Strategic Partners as part of RTM strategy and plans of record.
- Acceleration of partners’ adoption of VMware solutions, capability, and capacity through partners.
- Meet and exceed Key Performance Indicators and metrics for Global and Strategic Partners.
- Establish partnership/advisory relationships with Partner Executive leaders, program sponsors and key stakeholders.
- Leading and facilitating collaborative engagements with your business partners to support greater revenue streams. Help bring a strategy focus and best practices to support sustainable growth.
- Influencing and aligning resources to support your business to achieve greater outcomes and meeting your sales target.
**The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**
- Be the front-line manager, building, developing, and managing a partner business team, taking responsibility for driving new business and developing the territory.
- Design and implement competitive strategies based on past practice and knowledge of effective sales methodologies whilst creating and implementing a sales strategy aligning with regional and overall SEAK business direction to meet set sales targets within given deadlines.
- Regular two-way communication and review with your team regarding their partner account strategies, forecasts, methodologies and support them through joint engagements.
- Establish and position VMware as a thought leader in these areas and drive team collaboration with internal resources such as technical, marketing, and professional services to support partner and customer needs, sales strategy, and overall business growth.
- Influence strategy, engagement, channel, and customer interactions at a manager level across the business.
- Coach and drive sales methodologies including VMware sales tools and process as amended from time to time, to communicate, report, track, forecast and manage sales opportunities within the team.
- Coach and develop the team on continual improvement to achieve and exceed quotas and bookings.
- Understand VMware partner programs and able to educate internal and external stake holders**.**
- Driving joint business plan with partner executives, execute the mutually agreed business plans with all levels within partner organisations.
- Increase partner sales, delivery capacity, and development, around key focused pipeline motions including volume-based inside selling and value-based field selling of advanced technologies within the strategic priorities of Multi-Cloud, Virtual Cloud Network, App Modernization, Intrinsic Security and Digital Workspace.
- Align field and specialist reps with partners, and utilize strategic motions, such as assessments, development funds, and ad-hoc programs, to accelerate pipeline.
- Create a co-selling practice, by developing joint account plans between the customer, the partner, and the VMware core sales team. Match partners to large accounts and connect core and partner salespeople on large deals to increase sales velocity and customer value.
- Business acumen: Sales and business insight, in recognizing and acting on go-to-market plans, marketing programs, joint value propositions, and business cases around strategic partnerships.
- Drive for results: Highly motivated, driven, and strong and good business ethics required of you. 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 system integrators.
**What is the leadership like for this role? What is the structure and culture of the team like?**

The role would be reporting into our Director of Partners Business, SEAK who leads a team of Partner Business Managers and Partner Development Managers across Southeast Asia and Korea. It is a dynamic and united team, and we work cohesively together to achieve results as One VMware to help our business partners in accelerating their digital transformation journey.

Are you considering to be part of a talented and dynamic team to transform this digital world and p