Federal Opportunity Development Manger

    • Washington, DC



Job Description

Job Overview

The Federal VMware MAPBU requires a Federal Opportunity Development Manager (FODM). The Federal Opportunity Development Manager is responsible for the identification and development of programmatic opportunities leading to subscription and services deals. The FODM, in partnership with the Balanced Account Team (BAT), is responsible for identifying, developing, and expanding opportunities for TANZU product and solutions portfolio, and the Tanzu Professional Services catalog of offerings. The FODM will work directly with the BAT and customer champions to develop a digital transformation journey, create proposals and be a steward of the execution of the journey over time.

Responsibilities:

  • Accountable for identifying, developing new logo Federal clients
  • Responsible for developing and executing the expansion of existing key strategic Federal accounts
  • Partner with the MAPBU BAT to:
    • Identify net new opportunities
    • Expand current engagements

  • Responsible for the developing content of proposals, in alignment with the numerous resources available to support the customer sales cycle during all stages
  • Collaborate on account plan and overall services alignment, within the BAT, to drive appropriate levels of enablement and adoption for long term growth and consumption of MAPBU products

Federal Requirements:
  • Experience with/understanding of various agency security (Authority To Operate, Fedramp certification, etc.) and acquisition policies.
  • Security Clearance.

Key Skills:

Communication:
  • Ability to understand and communicate technical concepts and business value to business stakeholders, up to and including executive leadership. Example: translating the use of MAPBU services offerings to accelerate prospects on digital modernization
  • Delivers clear messages when speaking using appropriate verbal and nonverbal communication
  • Facilitation and presentation skills comfortable up to executive leadership and large group settings

Initiative and Problem Solving:
  • Actively seeks solutions to problems before being asked or directed.
  • Able to exercise good judgment by making timely and effective, well-informed decisions.
  • Experience working under deadlines and multiple projects
  • Ability to use negotiation skills to constructively resolve differences and ensure an integrated solution is presented to the client
  • Analytical and conceptual thinking

Teamwork:
  • Collaboration and effectiveness working in a cross-practice forum
  • Ability to adapt to changing work environments, work priorities and organizational needs.
  • Alignment with VMware's core values of EPIC2: Execute, Passion, Integrity, Customers, Community

Qualifications:
  • Bachelor's degree in business administration, computer science, engineering, or similar field of study preferred
  • 5+ years of experience in customer management, services led engagements, and/or equivalent
  • Proficiency and knowledge of the cloud-native SDLC, demonstrated command of technical concepts and agile practices.
  • Previous experience with SaaS based solutions.
  • Demonstrated willingness to aggressively learn new concepts and technologies

Location: preferably near customer account(s) to allow for frequent on-site coverage. Frequent travel to the customer site is required.

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.

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.


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