NSX Partner Sales Specialist - Southeast

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, 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 seeking a highly motivated individual with a technical background in sales, business development, and enablement to accelerate VMware Networking and Security Solution sales through our strategic reseller partners. This quota-carrying position will be responsible for achieving incremental revenue and partner development targets. A sales drive, passion for technology and understanding of network, security and management solution fundamentals is essential. Ability to influence and develop mutually beneficial relationships within both VMware and our partners is vital. This Networking and Security Specialist position will drive a virtual networking and security strategy with our partner sales teams. The individual will also enable our partners to build and invest in SDDC, and more specifically NSX practices. The ideal candidate will be results driven have significant technical acumen, be able to facilitate knowledge transfer for complex topics and have operational discipline skills to execute within a planned governance model.

• Manage the sales and marketing aspects of the Partner relationship including:
• Pipeline/ Bookings / Revenue: Responsible for driving VMware License and Service revenue for SDDC Solutions in select partners.
• Enablement: Responsible for face to face training in selected partners and managing overall SDDC enablement plans including demo room set up, Proof of Concept, Professional Services delivery (scoping, SOW, methodology, implementation, process) and more. Demand Generation: Become Subject Matter Experts to evangelize SDDC with an emphasis in virtual networking at selected partner seminars / events.
• Recruitment: Use propensity data to recruit & develop partners with competitive management expertise. Customer facing presentations develop solutions based selling model with Alliances and develop solutions architecture with various hardware and software solutions.
• Work collaboratively with partner and VMware sales managers, product management, technical marketing and engineering during the development, launch and continuing refinement of NSX products.
• The SDDC Specialist needs to stay in alignment with various teams like Business Unit, Professional Services, Enablement and other sales specialists in order to keep up to date with best practices, technology changes and product strategies.

Required Skills

• 5-8+ years of experience in technical sales, sales engineering, partner management roles in enterprise IT technology vendors.
• You have the ability to communicate complex solutions to sales audiences
• You Demonstrate expertise in building, executing on, and driving channel led strategy.
• You have cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales and technical management.
• You are a self-starter who is willing to take a leadership role in driving initiatives, working across organizations, and structuring creative approaches to new opportunities.
• Your background is strong in Cloud management, network management, along with and expertise in the storage space is desirable.

Preferred Skills

• We are interested in individuals who embody our EPIC2 values: Execution, Passion, Integrity, Customers and Community
• SD-WAN experience required
• Self-starter who takes initiative and works with limited direction
• Experience managing complex deal shaping (software, hardware, services, partner, customer overhead, etc.)
• History of strong relationship building with customers and channel partners
• Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations
• Highly trusted individual who maintains and expects high standards for self and team - Analyzes available data and makes decisions which are best for VMware
• Education/Experience - BA/BS degree or higher; Engineering degree is a plus

Travel: 50% regional travelWhy work for our division:

The Partner sales team is aligned to the sales organization and is responsible for nurturing and growing our partner ecosystem. The SDDC Partner Specialist Sales team shares responsibility in driving revenue goals within the territory. VMware has many types of partners: OEMs, VARs, Distributors, National Resellers, and Technology Partners etc. The SSM works to map VMware’s sales executives to the partner’s