Director, Cisco Strategic Alliances Job
VMware - Palo Alto, CA

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Posting Title Director, Cisco Strategic Alliances About Us VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 400,000 enterprise and SMB customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. As a team, our employees thrive on forward momentum. We are 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 through cloud computing. With 13,000+ employees and 50+ locations worldwide, we are a passionate, innovative and driven group of people inspired by the opportunity to actively learn and contribute something back to the broader community. Connect with us at Job Description Director, Cisco Strategic Alliances

About Us: VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume Information Technologies. Our team of 11,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today. Learn more at

Job Description:
Director, Cisco Strategic Alliances
This role is responsible for business development and strategic interface between VMware and Cisco Business Units. The Cisco alliance director will be responsible for leading joint technology initiatives, defining and ensuring successful execution of solution opportunities, drive new product development and go-to-market programs for data center management and service provider platforms.

  • Drive execution of solution building with engineering partners across the companies working with various cross functional teams
  • Develop a Services strategy to complement solution offerings across the Enterprise and Service Provider segments
  • Develop strategies and drive tactical execution to ensure technology alignment and joint GTM success across Cisco server & networking platforms to help drive revenue growth via Channel and direct sales
  • Develop and manage relationships with Cisco across functional areas including product development, marketing and business development
  • Plan and partner with marketing teams to ensure successful product launches, collateral development, GTM initiatives, field enablement, demand-gen campaigns and incentive programs and own legal contract negotiations/closure
  • Facilitate executive QBRs, drive executive alignment, engagement and ongoing meetings/relationships
  • Very strong communication skills – both written and verbal. Must be able to develop complex strategies, present to executives, seek buy-off and drive tactical execution
  • Familiar with OEM field sales organizations and OEM Business Partner models
  • Be able to roll up sleeves and manage execution of evolving requirements
  • Be able to autonomously take on planning and execution of various work streams
  • Be aggressive and drive accountability in goal setting and execution
  • Prior knowledge of Cisco Advanced Services, Products, Platforms and technologies is a must
  • 12+ years experience in alliance management, technology consulting, technical business development roles in enterprise IT technology vendors, with a principal focus in server / product management / product marketing
  • Knowledge of server and storage industry and server and storage product offerings from Cisco and competition
  • Expertise in development and execution of solutions selling and product marketing programs for server infrastructure solutions, especially in the context of major OEM partnerships
  • Proven ability to develop, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
  • Strong business acumen and negotiation abilities
  • Team player. Strong drive. Self-starter. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
  • Technical undergraduate degree and an MBA is desirable Location Palo Alto, CA, US
Requisition Number 35767BR

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VMware is the leader in cloud infrastructure, business mobility and virtualization software. A pioneer in the use of virtualization and...