Channel Sales and Partner Manager

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Job Description:

The Elevator Pitch: Why will you enjoy this new opportu­nity?
The South EMEA Channel and Commercial team is a leading fast-paced team within VMware by Broadcom. We are currently working with over 2,000 leading Resellers, and our highly skilled team has the passion to align our value-added solutions to help our Resellers with their needs and plans for a joint and collaborative future. VMware is looking for a  Channel Sales and Partner Manager to help and support a subset of VMware Resellers in France). As Channel Sales and Partner Manager  you will need to develop relationships and build business plans with Resellers, from different qualification levels based on our internal segmentation and Business Volume. You will need to support them from a both technical and commercial sales approach, including facilitating engagement with VMware internal sales and Customer iterations, reaching up to CxO level when needed. Each Partner will bring a variety of challenges and opportunities , demanding all of your skills and experience to help them to succeed across VMware business processes and solutions.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?
You will be tasked with the following to allow our clients to become more agile and efficient against their most strategic corporate initiatives:

• You will be managing partner relations, especially but not solely around the current VMWare ecosystem with a focus on the Commercial segment. (run rate long tail)
  Onboarding new partners will also be a must.
• Deliver or exceed consistently against pre-defined quota assignments: Realization Rate (Annual Billings Value / Expiring Annual Revenue) needs to be in the appropriate levels based on Management guidance.
• Making an impact early at VMware by:
  • Establishing relationships with sales colleagues across territories
  • Building solid knowledge and understanding of our portfolio
  • Building value proposition and presenting the value proposition to end customers in Commercial 
  • Guiding our partners to build their pipeline through our offering and market knowledge, with a laser focus on our Installed Base business, respecting Partner incumbency
  • Ensure our Partners and Customers achieve a true return on their investments by renewing their installed base and looking for expansion and net new opportunities.
  • Building a development plan for partner development and onboarding them on the new tools and portal.
  • Act as Central point of contact for all partner escalation issues related to sales, and support.
  • Drive effective planning and execution with customers and partners for volume and velocity play for transactional long-tail deals.
  • Preparing quotes via CPQ for all assigned customers and partners in commercial long tail

• Identify your main internal and external stakeholders, establishing a strong network and relationship
• Actively participate in ongoing development/enablement plan in place to ensure success in your role
• By the end of the first 12 months at VMware, you should project a relevant growth of the ABV (annual billing value) per Partner, a healthy pipeline to build the future on and a significant presence and impact on both Partners and Peers.

Where is this role located?
Flexible: The role is considered flexible and will be a mix of working from a local VMware office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable non-daily commute of the office. This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

What are the benefits and perks of working at VMware?
Broadcom provides competitive benefits to our employees across the globe. Our benefits programs vary by country and region, subject to local laws and customs. In most jurisdictions, Broadcom offers:

• Comprehensive medical, vision, and dental plans, as well as employee assistance programs
• Retirement benefits
• Education assistance programs
• Company-paid holidays, paid sick leave and vacation

Broadcom is proud to be an equal opportunity employer.  We will consider qualified applicants without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, citizenship, disability status, medical condition, pregnancy, protected veteran status or any other characteristic protected by federal, state, or local law.  We will also consider qualified applicants with arrest and conviction records consistent with local law.

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