Director, Strategic Partner Development

Why will you enjoy this new opportunity?

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 leading 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.

The Director of Strategy Partner Development and Alliances will be part of VMware’s award-winning Global Partner Enablement Center of Excellence (COE) team. This group sits within WWRACE (VMware’s Worldwide Readiness, Assessment, Certification & Enablement) team and will be a strategic partner to cross-VMware teams involved in the partner ecosystem including:

• The Worldwide Partner and Commercial Organization (WPCO) teams that focus on Go-to-Market Strategies, Partner Programs, and Use-Case based solutions;
• Business Units responsible for product roadmap and product marketing across the alliance and strategic partnerships in your portfolio;
• Customer Success and Global Support teams; and,
• In-Geo Channel Sales leaders.

Our world is all about technology, and that world is growing because the imagination, ingenuity and talent of our team knows no bounds. You will be amazed at your opportunity for growth within a global technology organization that is fast paced, iterative, exciting, and fun.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

• Within 30 days, you will have a clear understanding of your role, and have started to formulate a plan to motivate and coach a team of partner program managers toward strategic objectives. You will be creating and sharing ideas with your peers and the broader ecosystem as you learn about VMware solutions, our partners, your stakeholders and the business. You will start to craft a strategy for Global System Integrators and Hyperscalers Enablement. You will work with your stakeholders to focus the Enablement Roadmap for your team with clear KPIs and timelines on execution.
• Within 6 months, you will be an integral part of your stakeholder’s ongoing meetings and communications. You will have learned the “why and how” of your team’s operations; how priorities are determined for the programs and deliverables your team will execute on. You will be representing the team on calls with leadership, as you further develop your knowledge of the matrixed organization within your scope of influence. You and your team will kickoff and lead the Partner Go to Market Play process which is a year long program with quarterly deliverables internally and externally. You will work with the Platform team to kick off the next rev of Partner University with new functionality and features to enhance the Partner experience.
• Within 12 months, you will be creating and supporting a team culture of execution, purpose, innovative thinking, diversity & inclusiveness as well as customer centricity. You will be facilitating community and developing a strategic direction for your team, complete with supporting data and KPIs. In addition, you will act as a change agent to transform partner enablement within VMware. You will bring a strategy focus and best practices, influencing and aligning resources to support your team and your business to achieve greater outcomes.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Organize, lead and partner with cross-functional teams to effectively create and execute diverse projects and programs.
• Develop and evolve enablement assets for strategic partners and alliances across required personas in a partner development lifecycle.
• Coach and develop your team on continual improvement to achieve innovative enablement deliverables beyond expectation.
• Collaborate with stakeholders to gather enablement requirements, understand roadmaps and priorities specific to enablement goals and go-to-market strategies.
• Steer and support enablement programs at a global level, while ensuring there are accessible metrics to understand time to productivity and ROI.
• Partner with the Content Development team, GEOs, and cross-VMware stakeholders to ensure content is developed that is relevant to current priorities both globally and regionally
• Act as a trusted advisor for stakeholders and communicate and advocate for their needs within WWRACE
• Drive execution, from ideation to launch, working out strategic questions, gaps, and driving closure on issues.
• Surface major gaps and risks for discussion, decision, and closure.

Qualifications

• Minimum of 10+ years’ experience leading high-performing enablement and or education teams and 10+ years working with partners and sales.
• Strong strategic, analytical, and operational capabilities.
• Excellent written and verbal communications and senior leader engagement experience.
• Experience in partner enablement within a high-tech company, including a strong understanding of the partner eco-system and partner programs.
• Knowledge of cloud computing, data, mobility and/or security solutions.
• Demonstrated prioritization of demands from multiple internal customers with the ability to make tough, data-driven trade-offs.
• Ability to assess resources to achieve objectives, build a business case to global leaders, then influence to obtain budget.
• Strong relationship-building skills and ability to lead in a highly cross-functional, matrixed organization.
• Ability to develop critical metrics that align to the business objectives of the Business Units and sales organization.
• Proven leader with team leadership and coaching experience.
• Understanding of enablement/training methodologies and best practices.
• Strong consultative approach and persuasive communications.
• Bachelor’s degree or equivalent required
• PMP and/or MBA preferred.

What is the leadership like for this role? What is the structure and culture of the team like?

This position reports to Colleen Depasquale, Sr. Director of Worldwide Partner Enablement. She has held various leadership roles in the high-tech industry before joining VMware. She believes that leadership is not defined by title and encourages his team to be leaders and live the values they all bring to the team while being creative to tackle and solve problems together.

We are a team of adaptive, self-starting and mission-driven individuals with a passion for doing our best work and bringing our best selves. We are committed to building and establishing a team culture that is rooted in collaboration, growth, and a sincere commitment to the well-being of our team and its members. We make sure to invest time to check in on one another, have fun and support each other through the high-paced growth of meeting our vision.

Where is this role located?

Remote: This role is fully remote, allowing you the flexibility to work from the location you feel most productive and comfortable. You will be expected to live within 0-4 time zones of the primary location.

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

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

Category : Sales
Subcategory: Field Enablement
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-08-24

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.