The Director, EUC SISO Business Development will report to the Global System Integrator and System Outsourcers (SISO’s) RTM Vice President and will lead the team responsible for accelerating new EUC offering development and joint GTM with targeted SISOs. This global role will be responsible for managing and enabling SISO’s to create new VMware EUC-powered branded service offerings.
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Responsibilities:
Accountable for the full joint GTM value chain including #1 & #2 below, however, will focus energy on ‘Accelerating Time to Market’ for the key WS1 enabled offerings and ‘Time to Self Sufficiency’ (EUC Global Practice dev with associated competencies, capacity and capabilities)
VP, Big Deal Pursuit focus: 1. Accelerate Time to Client Value and 2. First Credentials in targeted accounts in joint big deal pursuits with targeted SISOs
* Create, Manage & Enable all aspects of Global SISO EUC offering development:
* Manage, recruit and motivate a team of skilled SISO EUC Offering Development Managers
* Reference Architecture: Responsible for incenting, defining and creating new, and expanding existing, VMware EUC-powered, SISO-branded service offerings
* Design Wins: Provide “White-Glove” management and support for initial customer implementations of new EUC offerings
* Enablement: Drive certifications and accreditations in relevant EUC technologies. Create and deliver additional sales-specific trainings for both VMW and SISO sales in support of SISO’s new EUC offerings
* Forecast and track global influenced and direct EUC sales resulting from the strategic engagement with SISO at VMware's most strategic accounts
* Develop and mentor a team of direct and matrixed reports who thrive in their VMware roles, have the ability to assist large and strategic revenue success with their partners, and find great personal and career satisfaction in their roles
Requirements:
* 10+ years experience in technical sales, sales engineering, business development or alliance management roles in enterprise IT technology vendors
* Track record for achieving and exceeding business results against plan
* Proven success building and managing teams of technology sales and alliance managers
* Strong demonstrated expertise in creating, executing on, and driving solutions selling and product marketing for application and infrastructure software, especially in the context of major 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
* Proven ability to work with key executives at the world's largest and most well known SI and SO consulting organizations
* 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.
* Great team player. Strong drive. 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
* MBA a strong plus, Technical undergraduate degree a plus
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