Edge and IoT Solution Specialist (Remote)

Job Description

Solution Specialist, Edge and IoT

VMware’s IoT (Internet of Things) solution addresses the industries need for scalable, easy to manage and secure IoT infrastructure. We have brought many of our industry leading products together to address these requirements and as we go to market a solution team is required

We seek a Business Development Professional who can strategize with partners to define the best combined solution as well as ensure successful partnerships. This individual would manage apprx 10 partnerships and work with their customers and prospects to achieve joint partnership goals.

Job Responsibilities:

• This person will be responsible for building and managing partnerships and ensure they reach their customer or revenue committments
• Must possess strong leadership skills and the ability to build a complex territory strategy to ensure both short and long term goals, objectives and quotas for the regional sales teams.
• Work closely with extended sales resources, including, but not limited to SE Manager, PSO Manager, Inside Sales Manager, Channel Manager, Recruiting, and Core Regional sales teams etc.
• Work closely with a multitude of Channel Partners to drive transactional growth
• Accurate forecasting, planning, structure large ELA deals, negotiate deals & partnerships, and orchestrate a broad mix of resources in order to execute a successful 90-day sales campaign.
• Develop Value Propositions with partners and help ensure marketing plans get executed
• Develop quarterly, half yearly and goals with partners

Experience Required:

• 5+ years of sales management experience in a fast paced, highly competitive, ever-changing sales environment
• Cross industry expertise in Internet of things, device management, high tech, life sciences, manufacturing and others
• Expertise in positioning business value of IT and OT infrastructure for security scale and automation
• Deep understanding of VMware SDDC solutions including, VSAN, NSX as well as HCI and Hybrid cloud
• Experience with large strategic partners from beginning to successful execution and joint customer success
• Must have led quota carrying sales teams with demonstrated achievement
• Shown an ability to lead a horizontal, extended resource team to support their direct sales and channel teams
• Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations
• Experience with a high-volume transactional sales model as well as large Enterprise ELA selling
• Extensive experience directly and indirectly through a management team negotiating large 7 figure deals with very complex terms, conditions, price pressures and considerations
• Consistent record working directly and indirectly with Channel Partners, Systems Integrators, Services Providers, and OEMs such as IBM, HP, and Dell to build strategic and cooperative sales campaigns together.
• Self-starter who takes initiative and works with limited direction
• Highly trusted individual who maintains and expects high standards for self and team.
• Possess high levels of Integrity and Honesty
• Strong GSD
• BA/BS degree or higher
• Minimum of 10 years’ experience in the industry, with at least 5 years selling IoT specific solutions

VMware Company Overview: 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 http://careers.vmware.com.
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.