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VMware Senior Director IBM Cloud Business Development - Opportunity for Working Remotely in Boston, Massachusetts

This position will report to the VP, Hyperscalers Business Development. This growth role will be responsible for managing the relationship with IBM for VMware, to identify and execute on opportunities for development of new solutions as well as facilitate GTM in collaboration with various VMware and IBM teams. Cross-group collaboration, clear communications and the ability to influence without direct control over product, sales and marketing teams will be required to deliver business results. This role requires excellent execution excellence skills.

Responsibilities as a key member of our strategic partnership team, you will be responsible for:

  • Unlocking new business opportunities by pitching VMware strategy to IBM, which supports the growth plans of the business units, regions, and key strategic priorities.

  • Consolidating and prioritizing across multiple workstreams currently in motion with the IBM partnership including cloud transformation, modern applications, and security.

  • Drive complex set of workstreams by working together with product engineering, marketing and sales teams, while keeping a clear focus on driving business outcomes

  • Being an advocate for the partner to drive jointly agreed workstreams which are fully aligned and supported by the key business and technical stakeholders

  • Prioritizing and executing programs with internal support from key stakeholders and ensuring that business development goals are supported through appropriate availability of products, services and support for customers and partners.

  • Concise and clear reporting and communicating of activities generating business impact.

Other key areas of focus include:

  • Develop effective partner business plans based on VMware and IBM goals for the fiscal year that include quantifiable objectives, technical landmarks, marketing and sales execution, resource mapping and sponsorship.

  • Align across VMware and IBM product and engineering teams to unlock and deliver on new joint opportunities through co-innovation and co-development

  • Work closely with VMware and IBM team to create a governance model to grow partnership and joint GTM opportunities.

  • Manage communications across the cross-functional teams internal and external to VMware.

Qualifications & Experience:

  • The candidate will have over 12 years of professional experience in the technology industry with over 5 years of experience getting results through partnerships with well-regarded cloud, hardware, software and/or services companies.

  • Virtualization and end user computing domain knowledge is a plus.

  • Domain experience in cloud, infrastructure or business applications would be a distinct advantage.

  • Cross Group coordination experience is required.

  • Relationship driven with a strong dedication to collaboration and an established ability to build credibility across internal constituents, industry authorities, and external partners.

  • Ability to work across a geographically distributed and matrixed environment, motivating resources toward a common goal.

Personal Characteristics will include:

  • Very strong written, oral and social communication skills.

  • Creative, collaborative, and Results-oriented

  • Strong ability to influence without direct control.

  • A strong focus on execution.

  • An enthusiastic, high-energy and motivated individual who is visibly passionate and can attract and form lasting relationships.

Ability to travel (up to 25%) in support of above responsibilities.

Education: Bachelor’s degree

Sales Subcategory: Alliance Management Experience

Full Time/ Part Time: Full Time

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

Category : Sales

Subcategory: Alliance Management

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2022-05-10

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

Equal 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.