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VMware Vice President, Global System Integrators - Opportunity for Working Remotely in Boston, Massachusetts

Business Summary:

VMware accelerates digital transformation through a software-defined approach to business and IT. The trusted platform provider of choice for more than 500,000 customers globally, VMware is the pioneer in virtualization and an innovator in cloud and business mobility. A proven leader, VMware allows customers to run, manage, connect and secure applications across clouds and devices in a common operating environment.

Our team of 30,000+ 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.

Job Role and Responsibilities:

VMware is looking for a VP, Global System Integrators (GSI’s) who will lead the team responsible for managing relationships with VMware’s global and regional System Integrator partners. Part of the global VMware Strategic Alliances team, the candidate should have a proven track record of over-achieving targets in Cloud and enterprise software and have experience managing GSI’s such as Accenture, Deloitte, Cognizant, Wipro, TCS, Infosys, NTT Data and others.

The primary objectives of the team are to build and maintain relationships with GSIs, execute joint engagement plans and generate incremental revenue leveraging partners to both source and influencing opportunities. The person will be responsible for leading VMware GSI efforts to deepen executive relationships, grow repeatable revenue and drive new routes to market via joint offerings. This role will report to the Senior Vice President of Strategic Alliances.

You will be required to manage the global business plan for the GSI organization and align with the global alliance teams and Sales to drive the plan.

Priorities & Responsibilities:

  • Responsible for hiring, managing, and developing the GSI team

  • Partner with other key leaders across other functions at VMware, including the ISV, Channel Partners, Consulting, Pre-Sales, and Sales organizations

  • Identify, define, develop and drive solution offerings that provide value to the VMware field in key areas

  • Work with the VMware Sales and Finance teams to align sales motions and manage the pipeline opportunities within GSI accounts

  • Drive contribution to VMware sales throughout all regions on a global scale

  • Lead partner activities as it relates to Marketing, Enablement, and Go to Market Solutions

  • Build practice capacity to provide the foundation for on-going scalable, sustained channels / partner growth year over year

  • Travel up to 50%

Job Requirements:

  • Self- driven and results oriented

  • 15+ years of recent and working knowledge of GSI and/or management consulting firms and how they work with clients and customers

  • Senior leadership experience with growing and leading a global team

  • Natural leadership ability with sharp business development acumen

  • Ability to engage, motivate and manage partners

  • Ability to communicate with both technical and non-technical audience & present the business value aspects of the VMware proposition

  • Experience craft joint business models and approaches with system integrators and execute both strategic and tactical business plans

  • Good communication and customer relationship skills

  • Ability to develop, build, secure and maintain relationships with key relationships at all levels within a client/collaborator organization

  • Demonstrable ability to influence and lead teams in cross-industry collaboration pursuits on a global level

  • A professional network that includes senior contacts and relationships within Global Alliances

  • Experience managing system integrators like: Accenture, Deloitte, Wipro, TCS (Tata Consulting Services), Infosys, etc.

Due to the Biden Administration issuing an Executive Order (EO) that effectively mandates COVID-19 vaccination for all U.S. based employees of federal contractors and subcontractors, all U.S. based VMware employees will be required to have their final vaccination dose (e.g., second dose of Pfizer or Moderna, or single dose of J&J) by January 4, 2022. Specifically, this means that all U.S. based VMware employees will need to be fully vaccinated by January 18th, 2022, or by their first date of employment if after that date, subject to legally required accommodations.

Category : Sales

Subcategory: Alliance Management

Experience: Executive

Full Time/ Part Time: Full Time

Posted Date: 2021-11-09

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.