Senior Manager, Dell Services Job
VMware - Austin, TX

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Posting Title Senior Manager, Dell Services 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 www.vmware.com/careers. Why work for our Division The Marketing & Alliances teams play an instrumental role in helping to build VMware into a category-defining company. As part of the team, you will work to build, evangelize and deliver world-class virtualization solutions, products, and services to customers and partners. Job Description The Senior Manager, Dell Services, will be responsible for leading joint services initiatives with Dell Services and VMware, defining solution opportunities, new offering development, go-to-market programs, drive joint business development, as well as act as the strategic interface between VMware and Dell Services. This individual will work with a global, cross-functional team from VMware and Dell to define and drive Dell Services strategies and initiatives; establish strong corporate relationships and field alignment, and evolve services engagement models. On a worldwide basis, this person must develop strong internal relationships with VMware Sales, Channels, Global Alliances and Professional Services organizations to ensure alignment of Dell Services strategy to VMware corporate goals and objectives.

Responsibilities:
  • Lead with compelling vision that is in alignment with VMware’s overall strategy
  • Develop and manage relationships between VMware and Dell at all levels including Senior Executive, Office of the CTO, Alliance management and Senior Management
  • Develop and manage relationships with Dell across functional areas including PSO, product development, marketing, business development
  • Ensure that VMware and Dell are appropriately engaged throughout all levels of both organizations
  • Evangelize VMware products, solutions and services and educate Dell product, marketing and services teams. Plan and manage product launches, go-to-market initiatives, as well as market and field enablement activities
  • Represent and align VMware objectives with Dell product, solution, services go-to-market strategies and programs
  • Present requirements to Dell team and staff, and represent Dell's technology requirements to VMware product management
  • Build portfolio of differentiated solutions, go-to-market promotions and strategic projects jointly with VMware and Dell
  • Facilitate executive QSRs, joint executive alignment, engagement and ongoing meetings/relationships
  • Work with Sales, TS, Channels and Global Alliances to align and implement Dell Services strategy
  • Achieve quarterly bookings and revenue targets for services sold and delivered through the Dell Services Alliance.
  • Prioritize and manage Dell Services initiatives, including joint solution and service development initiatives, joint marketing initiatives and cross functional partner programs
  • Maintain accurate records and proactively report/communicate key metrics on all aspects of Dell Services alliances business
  • Interface with Dell and VMware senior management to ensure the health and growth of Dell Services
  • Provide management level support for pre-sales of large services engagements
  • Encourage team innovation/development
  • Maintain an understanding of all VMware product lines and solutions
Requirements:
  • 8+ years working in professional services in the high tech. market and / or alliance management
  • 5+ years managing complex services relationships including contract negotiations (System Integrator experience preferred)
  • Specific experience in enterprise infrastructure software and datacenter technologies preferred
  • Proven experience developing and leading complex partner services programs
  • Proven track record of success at driving net incremental revenue through partner innovation
  • Proven track record of success at improving margin contribution of partner delivered engagements
  • 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 recognize, analyze, and take action on go-to-market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
  • Familiar with OEM field sales organizations and OEM Business Partner models
  • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
  • 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
  • Familiarity with a broad range of application and infrastructure software is desirable
  • Exceptional analytical, strategic thinking skills
  • Excellent communications and interpersonal skills
  • Technical undergraduate degree a plus. MBA a plus
Key Interfaces:
  • Dell Services Organization Worldwide
  • VMware Professional Services Organization
  • Dell Global Strategic Alliance Director (at VMware)
  • VMware Service Alliance Managers
  • Dell’s VMware Alliance Management Resources
  • Regional Sales and Services Leadership
  • Channels Sales and Program Managers
  • Sales and Services Regional leadership Location Austin, TX, US Is this a remote or multiple location position? No
Requisition Number 38767BR

VMware - 18 months ago - save job - block
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VMware, Inc.is a company providing virtualization software founded in 1998 and based in Palo Alto, California, USA. It is majority owned by...