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VMware Senior Director Partner Programs - Opportunity for Working Remotely in Boston, Massachusetts

Senior Director Partner Programs

Job Description

The Senior Director of Partner Programs will be responsible for driving the creation, execution, and management of the Global VMware Partner Programs including Americas, EMEA and Asia Pacific regions. This individual will be responsible for working with segment and regional sales, WPCO leadership, business units, route to market leaders & marketing owners to develop & implement the program strategy, planning, and infrastructure. This role will closely work with key stakeholders in both Sales, Operations and IT to ensure a successful platform is in place to support our programs. This person will ensure the program designs aligned to drive the company goals. Fiscal responsibility for the health of the program and other critical measurements is a requirement in order to provide visibility at various business reviews.

The Senior Director of Partner Programs is a well-rounded individual who has excellent communication, organizational, strategical, financial/analytical and interpersonal skills. The role requires a proven track record in messaging/positioning, program strategy and management, vendor management, forecasting, and broad execution capabilities. A requirement is to motivate, leverage, and manage internal stakeholders on a project basis in order to accomplish the investment strategy.

Job Responsibilities:

  • Responsible for overall Partner Program strategy and execution to support VMware’s partner ecosystem working in collaboration with critical stakeholders across the organization

  • Define the Metrics and KPI’s to accurately measure the health of the Partner Programs and future strategic direction

  • Develop Partner Program collateral and documents including onboarding tools to enhance overall partner experience and ensure effective communication to partners and VMware ecosystem

  • Develop the strategic framework and execution model to scale a global program that contributes in a meaningful way to the company’s growth targets and partner profitability

  • Collaborate with cross-functional teams within the organization (Marketing, Partner Operations, WPCO, Sales Leaders, Business Unit, Legal, Procurement) to negotiate, launch, engage and activate partnership ecosystem

  • Lead and enable a team including global stakeholders to achieve the team’s objectives and build a strong partner ecosystem

  • Be an expert in the various resale models (one-tier, two-tier, etc.) and current capabilities and design the program to accelerate indirect sales of VMware products.

  • Drive alignment with Enablement, Marketing, Operations, Pricing and Legal to ensure the Resale programs operate efficiently at scale with proper training and supporting documentation and processes.

  • Provide partner portal management to create an engaging platform for partners to interact with

  • Work with channel operations/IT to implement partner strategy, data/reporting, system workflows, and overall operational governance for the program

  • Work closely with Partner Marketing on partner enablement tools/training and implement as part of overall program

  • Communicate partner programs and updates internally and externally to drive alignment throughout the business

  • Work cross-functionally with marketing, business units, partner operations, sales leaders, WPCO legal and finance to continue to implement and grow partner programs and ensure alignment across the business

Experience Required:

  • 10+ years of related experience with a bachelor’s degree or equivalent experience

  • 10+ years of partner programs, operational strategy and leadership experience

  • Extensive experience with/knowledge of the channel, including VARs/resellers and MSPs/cloud partners, distributors, system integrators, OEMs and more, in a software environment

  • Strong interpersonal and team building skills; ability to work with a diverse team and influence/drive change across functional and business boundaries.

  • Experience in supporting channel organizations, processes and strategy. Also, can be a trusted advisor to channel leadership.

  • The ability to operate effectively in a rapidly scaling, dynamic environment; be able to manage multiple stakeholders and groups simultaneously

  • Ability to handle complex situations and multiple responsibilities simultaneously mixing long-term projects with the urgency of immediate demands

  • Experience within large, complex and highly matrixed organizations

  • Strong influencing and communication skills

  • Highly trusted individual who maintains and expects high levels of integrity, honesty and trust

  • Experience developing and implementing enterprise wide CX/PX projects

  • Proven success uncovering key insights through customer/partner research and leveraging those insights to make positive changes

  • Proven track record of influencing senior leaders to make decisions based on customer or partner feedback.

  • Experience using collaboration and/or journey mapping tools (e.g., Miro)

  • Candidate must thrive in a fast-paced, changing environment

  • Innovative, Self-Starter, Problem-Solver, and efficiency focused

  • Effective facilitation skills to encourage clear articulation of business requirements

  • Sharp business judgment, ability to see "big picture" and to prioritize.

  • Ability to travel 15-20%+ of the time

Category : Sales

Subcategory: Partner Programs

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2021-08-03

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.