Strategic Partnership Manager | VMware

Job Description

BetterCloud is the leading SaaS Management Platform (SMP) that enables IT professionals to discover, manage and secure the growing stack of SaaS applications in the digital workplace. With an expanding ecosystem of SaaS integrations, thousands of forward thinking organizations like Zoom, Walmart, and Square now rely on BetterCloud to automate processes and policies across their cloud application portfolio.

A pioneer of the SaaSOps movement, BetterCloud has built a community of more than 45K IT professionals who are embracing the new role of SaaSOps within IT organizations. The company launched the first-ever annual SaasOps-focused conference, Altitude , and publishes annually the definitive market research report, State of SaaSOps , on the market and category.

BetterCloud is headquartered in New York City with offices in San Francisco, CA and Atlanta, GA. The company's total amount raised to date is $187 million. Investors include Warburg Pincus, Accel, Bain Capital Ventures, Flybridge Capital Partners, and Greycroft Partners.

If you are looking to be part of something profound and build something special, BetterCloud is for you. We are looking for a Strategic Partnership Manager for VMware to join our rapidly growing partnerships team that works in a dynamic environment where fast-paced innovation meets rock-solid execution. We value hard work and a positive attitude and are looking for a hands-on , accomplished leader who can help scale BetterCloud’s category leadership through driving revenue with this strategic partnership.

This role will manage BetterCloud's strategic partnership with VMware’s EUC business unit. Your mission will be to manage all cross functional aspects of the relationship with one of the largest technology companies globally in a strategic partnership. This role will be the primary partner executive accountable for the partnership.

The ideal candidate will have industry experience with product based partnerships, deep analytical and business strategy acumen, experience with multi-product businesses, ability to plan and execute Go-To-Market activities including sales enablement and driving revenue by engaging with sales teams across both companies. The candidate will also have an understanding of how enterprise customers buy, the role enterprise partners play, where the leverage lies, and how technical integration could benefit the partner and BetterCloud. We are looking for a hands-on, strategic, tenacious, and detailed-oriented individual to drive these initiatives.

About You

• A proven track record of executing successful GTM plans in a partnerships/alliances role of at least 3 years while exceeding revenue targets.
• Strong sales track record with experience navigating large partners to drive large, company changing partnerships
• Strong technical knowledge, product instinct, and ability to identify opportunities with partners as well as ability to work collaboratively with cross-functional teams to deliver required outcomes
• Strong hustle, outgoing personality, strong work ethic, extreme enthusiasm and a desire to win
• Strategic thinker and hunter mentality who takes initiative and is capable of hands-on problem solving as well as ability to generate ideas and solutions.
• Ability to flourish with minimal guidance, be proactive, and handle uncertainty and ambiguity
• Results-driven, detail-oriented, organized self-starter. Creative and critical thinker
• Motivated and focused self-starter with strong leadership skills who is able to multitask, work independently or within a team.
• Strong organizational, presentation, and communication skills.
• Deep interpersonal skills, including excellent written and verbal communication skills
• Strong project management skills with a penchant for multi-tasking and self-starting
• Strong leadership qualities that can influence cross-functional departments and gain alignment

What You'll Do

• Creation and successful execution of an annual business plan with the partner
• Collaborate with the VMware EUC field sales & SE organization to achieve revenue targets
• Serve as a coordination point when required between the VMware and BetterCloud sales and product organizations
• Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet or exceed quota requirements
• Serve as the liaison working alongside program managers of both companies to monitor work streams across product, support, professional services, marketing, finance teams on both sides to execute on the partnership
• Conduct quarterly business reviews to review the progress and successful execution of the business, GTM, and relationship plans to ensure we are meeting our mutual business objectives and define any action plans to address any gaps or new opportunities
• Coordinate with the partner to develop a continual technical & sales enablement plan that supports the partner’s sales strategy
• Support & facilitate engagement of our internal sales and technical teams as required to help co-sell motions with partner’s sales and technical teams
• Strategize & coordinate with field marketing on design and execution of marketing programs/events/campaigns to create interest and awareness among customers.
• Maintain thorough knowledge of BetterCloud’s products, sales strategies/objectives, value proposition and competition.
• Ability to travel up to 50%.

What We Offer

• Career growth opportunities
• Competitive salary
• Full benefits package
• Stock Options

BetterCloud is an Equal Opportunity Employer, including disabled and vets.

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