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Director, Distribution – Partner Business VMware Asia Pacific & Japan


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Job Details

Location: Mumbai, Mumbai City, Maharashtra, India Posted: Apr 02, 2020

Job Description

The Director of Distribution Asia Pacific & Japan is instrumental in driving sales acceleration and execution via the distributor eco-system in APJ. This role is regional in nature and will work closely with the 5 regions in APJ. The role will also be part of the global distributor leadership team and will work closely with the BUs and other GTM functions as required. He/she is expected to build effective and measurable distribution strategies and programs to accelerate the VMware business through a committed and capable distributor network in the diverse setting of APJ. Success in the role will require strong inter-personal skills to be effective across the global / local value chain as well as strong ability to work across boundaries in a matrix organization. The ideal applicant possesses a unique blend of business insight, sales and marketing experience, channel and distribution experience, financial acumen, VMware Solutions knowledge, along with the ability to influence and collaborate within a matrixed organization. The director is expected to be able interact and effectively influence and guide c-level leaders from VMware distributors in the way they establish their company strategies and interaction with VMware leadership.

Key responsibilities include:

  • In collaboration with the regions and aligned to global strategies define an effective distribution strategy for APJ, regions and countries.
  • Driving sales acceleration for long tail partners through effective distribution coverage and programs.
  • Build an effective practice for distributors to profile, select, recruit, enable, and activate new VMware partners to cover the customers evolving requirements as well as provide effective GTM coverage of the entire product and solution portfolio of VMware.
  • Enable and support Regional DPBMs to build effective Solution Practices through distribution to accelerate solution sales across products and services via long tail partner for Digital Workplace Solution and Data Center Modernization.
  • Work with Regional DPBMs and their distributors to ensure optimal distribution capabilities relates to cloud capabilities in alignment with sales requirements.
  • Aligned with Global Distribution, build an effective distribution operating model including aspects like:
    • Distributor planning and review process
    • Distributor coverage and investment model
    • Distributor enablement and capability development.
  • Establish sales plays, demand generation and promotional campaigns in order to accelerate the VMware business though distributor led business development. Ensure appropriate program ROI review and learnings are captured and internalized for future activities
    • Proliferate global and local best practices to drive cross geo learning and consistency in approach and execution while allowing local customization to fit local context.
  • Ownership and execution of the APJ Distributor Advisory Board program for APJ.
  • Establish key performance indexes (KPIs) and executive dashboards in order to measure distributor performance, VMware priorities, and distribution program results.
  • Ensure a fair and predictable distribution engagement model, including smooth and effective change management related to appointment of discontinuance of distributors.
  • Represent APJ in global distribution forums as well provide feedback and influence development of global distribution strategies and infra-structure and tools.
  • Be a trusted advisor for both distributors and internal VMware leadership as it relates to business and relationships between VMware and distributors

Job Metrics:

The following metrics are the top-level metrics by which this role will be measured:

Achieve VMware being considered as top 3 in terms of vendor preference by distributors.

  • Increase Distributor satisfaction score to exceed 70%

Bookings revenue growth for VMware in Distribution Managed Partners. With a special focus on:

  • Increasing the number of transacting Distribution Managed Partners.
  • Increase the number of Distribution Managed Partner selling minimum 1 VMware advanced technology.
  • Increase the deal registration pipeline & bookings revenue coming from Distribution Managed partners

Increase distribution value-add by enabling & supporting Regional DPBMs in building out Solution and Cloud Practices related to VMware solutions:

  • Establishment of Solution Practices in identified Distributors related to Digital Workspace and Data Center Modernization
    • Including distributors being able to define, design, and deploy services related to the Solution Practices
  • Ensure VMware distributors having cloud orchestration, aggregation, and billing capabilities in the countries where VMware is selling cloud-based solutions.

Regional program adoption as well as KPI and ROI metrics related to APJ distribution initiative execution Stakeholder feedback from regional leadership and channel teams, distributors and global VMware distributor leadership related to value add from the role.

Reporting relationships:

  • Direct reporting Manager: APJ Partner Sales Senior Director
  • Functional / Matrix Manager: Lisa Wight, Director, WW Distribution Business Development
  • Team: Functional leadership for in-region distribution PBMs and iPBMs

(All PBMs reports solid line to in-region channel leadership)

Candidate Requirements:

While candidates are not required to have all these experiences/skills, the ideal candidate skill set will include:


  • Depth of experience in distribution management obtained either from a technology vendor or from working for a distributor. Minimum 10 years of channel or distributor management experience is expected.
    • Specific understanding of what drives the success of advanced solution business of a distributor
    • In depth understand of distributor financial business model as it relates to their profitability and ROIC models
  • Experience from field sales, channel and marketing roles.
    • A strong sales background with demonstrated track record of value and conceptual selling to channel partners and distributors
    • Experience in marketing program execution and ROI achievement via distribution
  • Experience working in an APJ regional capacity working across the diverse APJ environment as well as with global headquarters. It is a plus if the candidate has working in multiple countries within APJ and / or speaks multiple Asia languages.
  • Prior experience working or a global SW enterprise focused company
    • Experience in software selling both in terms of subscription sales, cloud-based selling, and ELA selling.

Leadership and interpersonal skills:

  • Excellent intellectual and analytical skills - ability to structure problem statements and be the catalyst for uncovering new ways to solve problems.
    • Prior management consulting, business development, or strategy & planning experiences are desired.
    • Perceived as a thought leader by distributor partners.
  • Strong interpersonal skills and ability to forge strong relationships both externally and internally. Ability to work effectively and influence others in a matrixed environment.
    • Ability to establish rapport and credibility in face to face situation as well as over the phone with distributor and internally in VMware.
    • Bringing to the role existing relationships with distributor leaderships across APJ is desired.
  • Strong communication, listening, presentation, and persuasion skills with an ability to graphically represent new ideas and concepts to executive leaders.
    • Ability to effectively and energetically present to partners, customers, peers, and management
  • Strong customer service orientation and ability to develop and maintain relationships.
  • Comfortable in a remote team working environment; self-motivated and results-oriented
  • Strong time management skills - ability to multi-task.
  • Strong work ethic and commitment to integrity.

Functional skills:

  • Financial aptitude with excel business case modeling, budget development and partner financials understanding.
    • Ability to provide relevant financial modelling related to distributor programs and initiatives from both a vendor and distributor perspective.
  • Experience in designing/driving complex projects, programs and processes at scale through distribution to achieve set objectives and ROI targets
  • An understanding of strategy, industry, and market concepts (e. g. TAM, Competition) as it relates to the wider IT market and specially to the business of VMware and its distributors.
  • Experience with CRM sales tools such as as well as PRM (Partner relationship management) systems.

Personal Characteristics and Educational Background:

  • Motivation for the role
  • Good at driving change and takes appropriate risk
  • Existing C-level relationships at the distributors
  • Executive gravitas and personal charisma
  • Education: Minimum BS/BA degree or equivalent, MBA is preferred.

The successful candidate should expect to work flexible hours including being able to travel approx. 25-50% the time.

VMware is an Equal Opportunity Employer and Prohibits Favoritism and Annoyance of Any Kind and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability

Category : Sales
Subcategory: Partner Programs
Experience: Business Leadership
Full Time/ Part Time: Full Time
Work From Home: No
Posted Date: 2019-12-25

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.

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