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VMware Carbon Black

Partner Business Manager, SD-WAN



Job Description
Business Summary:
VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 20,000+ 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, collaboration, 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

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Job Role and Responsibility:
The partner sales team is aligned to the sales organization and for leading and growing VMware's partner ecosystem. The Partner Business Manager is responsible for the relationship with partners. The core goal is to achieve revenue targets through their partners. This dynamic field-based role develops and implements selling strategies for VMware products and services through VMware channel partners, thereby growing their revenue. Partner Business Managers builds sustainable business practices and cultivate strategic relationships across VMware and partner business organizations through the development and execution of strategic partner business plans. A successful Partner Business Manager will have experience in business development and planning and will be a highly motivated teammate.

Responsibilities will vary by the assigned partner, territory, or partner business status, and/or products but will broadly include:
  • Partner Management: You can develop strategic relationships with key partners to drive commitment to VMware products and solutions and to increase the revenue driven through each partner. Meet partner sales and business plan targets.
  • Pipeline Management: Drive joint VMware/partner pipeline from demand generation to close utilizing virtual partner and field sales teams. Effectively communicate, report, track and manage sales pipelines to senior management. Promote collaboration with internal and external resources to facilitate regular communication between partners and VMware.
  • Practice Development: Drive development of partner services offerings and solutions to support VMware revenue growth and increase partner profitability. Increase partners' VMware sales and delivery workforce through sales, presales & technical certifications.
  • Partner Business Planning: Generate and drive sales and marketing plans (Partner Joint Business Plans) with all assigned partners, including services practice initiation, enablement, business development, and pipeline generation. Set goals and objectives with corporate strategy.
  • Partner Enablement: Work closely with sales segments and regional sales leaders to execute enablement plans. Establish partner training and partner with territory specialists to drive enablement activities, ensuring partners have active support from VMware to be successful.
Required Skills:
  • Do you have a minimum of 5-8+ years' experience in channel sales.
  • Are you an expert with it comes to working with solution providers, OEM partners, VAR channels, and distribution in a matrix sales organization leading multi-functional teams?
  • Executive Engagement: Ability to be credible and gain agreement from partner and VMware executives and leverage executive relationships. Experience in developing precise, comprehensive executive engagement plans that ensure successful execution strategies.
  • Influencing and Negotiation: Exhibits credibility and executive presence, influencing and instilling confidence at all executive and management levels.
  • Pipeline Management: Proficiency with tools and consistent processes for analyzing, assessing, and forecasting a joint pipeline with partners. Demonstrated ability to develop and execute strategies to increase pipeline volume and velocity jointly with partners.
  • VMware Solution Architectural Knowledge: Experience developing and understanding high level solution architecture approaches and applying them to partner solution development and GTM scenarios.
  • Solution Selling: Strong experience in communicating value proposition in terms of partners' and customers' business needs. Understanding of different methods (interviews, questionnaires, etc.) to uncover partner and customer solution needs. Knowledge of designing end-to-end solutions approaches encompassing products, services, processes, etc. based on customers' requirements.
  • Joint Selling Orchestration: Strong ability to integrate partner sales, VMware core sales and extended teams to facilitate joint selling efforts.
  • Partner Focus: Demonstrated commitment and interest in both internal and external partner needs. Strong problem-solving and troubleshooting skills to provide creative solutions for partner issues and to drive joint VMware and partner business opportunities. Strong demonstrated experience with partner economics, business models, and motivations for partner success.
  • Do you pride yourself on your superior business acumen?
  • You are Highly motivated, driven, and have strong business ethics.
  • Are you great at building relationships with partners, field sales, inside sales, and marketing teams?
  • We are looking for someone with the ability to engage, excite, influence, and oversee both partner resources and direct and indirect VMware resources.
Preferred Skills:
Our team looks for individuals who embody our values of humility, compassion, collaboration above isolationism, respectfulness, integrity, and good-natured fun.
  • Do you excel in strategic and value selling?
  • Consistent record of achieving business objectives in a highly competitive partner channel environment.
  • MBA is a plus


This job opportunity is not eligible for employment-based immigration sponsorship by VMware

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.

Job ID: carbon-R2004113
Employment Type: Other

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