Partner Business Manager (Telstra)

VMware (Melbourne VIC, Australia) 21 days ago

Partner Business Manager (Telstra)
Job description

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 software forms a digital foundation that powers the apps, services and experiences that are transforming the world.

Are you looking to become a member of a talented team and help transform the technology landscape? If so, we would love to hear from you!

The Partner Business Organization inspires and empowers partners to thrive through outcome-oriented interactions and collaboration. We currently have an excellent opportunity for an experienced Partner Business Manager (PBM) to join our team.

In this role, you are responsible for the relationship with Telstra through strong business management skills. You are responsible for regional sales execution, regional solutions, and building bridges with regional and field leadership. The core goal is to achieve revenue targets through VMW-powered Telstra service offerings. In this role, you own the roadmap and go-to-market strategy, and orchestrate partnership efforts with field leadership, product business units, and the Telstra team.

You will build sustainable business practices and foster strategic relationships across VMware and partner business organizations through the development and execution of strategic partner business plans. A successful Partner Business Manager will have proven experience in business development and planning and rallying cross-functional teams to execute and deliver.  

Responsibilities: 

  • Partner management & Executive alignment: Develop strategic relationships to drive commitment to VMware solutions and increase the revenue driven through joint offerings. Own the joint GTM strategy, drive joint business planning and launch new services across marketing, operations, enablement and sales engagement. Build sponsorship and commitment across teams to a shared vision that creates outsized value for both teams
  • Telco monetization - Responsibility for impact across all revenue vectors (Sell-to, Resell, VCPP, OEM, Channel synergy). Grow VMware revenue through joint solutions that expand the addressable market, better serve customer needs, and/or reach customers with innovative business models
  •   Drive joint VMware/Partner pipeline through development of joint solutions that expand the addressable market, better serve customer needs, and reach customers with innovative business outcome based models. Plan, forecast, and execute on pipeline goals to ensure partner revenue attainment.
  •  Drive development of partner services offerings and solutions to support VMware revenue growth and increase partner profitability. Increase Telco sales and technical capabilities to drive joint service offerings and solutions
  • Partner business planning & Go-to-market: Manage GTM, Sales, Marketing and DG plans with assigned partners, including business development, enablement, practice development, and pipeline generation. Set shared goals and objectives. Deliver a high-impact solution roadmap jointly shaped by both technical teams, blessed by leadership, and clearly defines the milestones and work/investments required.
  • Customer value wins: Validate joint solutions, build momentum in the market and across joint sales teams, and reference well
  • Partner and customer satisfaction: Ensure partner satisfaction through coordinating appropriate resources and programs on behalf of a partner, including co-selling engagements. Ensure customer satisfaction by developing strong VMware product implementation services capabilities in partners.

Desired Skills and Experience: 

  • Experience with facilities-based service providers: 5+ years of experience working with facilities-based service providers like Telstra, and deep understanding of partner economics, business models, and motivations for partner success.  
  • Experience developing and understanding high level solution architecture approaches and applying them to partner solution development and GTM scenarios.  
  • 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 joint pipeline volume and velocity.  
  • Co-selling orchestration: Strong ability to integrate partner sales, VMware core sales and extended teams to facilitate joint selling efforts.  
  • 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.  
  •  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.  

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.


Category : Sales
Subcategory: Partner Programs
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-04-14



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 [...] 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.

Partner Business Manager (Telstra)

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