VMware Sr. Partner Architect, Embedded OEM in Boston, Massachusetts
The Embedded OEM Sr. Partner Architect will be the primary technical interface between VMware partner CTOs, architects and other technical contacts on discussions of embedding VMware products in their solutions. This individual will work closely with the Strategic Partner Development Manager to define and execute technical aspects of our OEM strategy. This strategy will align VMware’s corporate objectives for our embedded OEM Program with that of our partners to enable VMware to increase our market in 2018 and beyond.
Evangelize technical value of the VMware platform with target partner accounts
·Serve as the primary interface with partner CTOs, architects and other technical contacts on embedded discussions
·Educate partners on why embedding VMware products into their solutions reduces COGS, TCO and competitiveness.
·Develop and drive opportunities in the available customer budget for the OEM partner’s solution. Cultivate new opportunities and expand upon existing.
·Possess a general understanding of the Embedded OEM legal agreement, roles and responsibilities.
·Coordinate closely with Alliance Managers to recognize and harvest new EOM opportunities within a Partner’s organization.
·Design blueprint technical engagement criteria for embedded OEMs
·Document segment best practices using VMware offerings
·Develop a level of industry specialization to “talk-the-talk” within our chosen segments
·Engage with solution architects at OEM Distributors and Systems Integrators
·Act as primary technical interface between our OEM partners and internal VMware groups such as Product Management, Ecosystem Engineering, Validation Services, Global Support Services etc
·Educate and evangelize to VMware sales teams and channel sales teams on VMware + partner technologies and solutions
·Serve as technical evangelist for OEM partners at VMware conferences and other industry events
·Create technical collateral (whitepapers, presentations etc.) to enable sales opportunities
·Develop both internal and Partner-facing collateral to help grow the EOEM business. Recognize opportunities for improvement across the business and develop plans to implement.
·8+ years’ experience in technology-related field, three to five of which should be as in a field facing role (SE/PSO Consulting/Alliances)
·VMware VCP Certified (vSphere 6)
·Experience with embedded software technology, ideally at the pre-sales solution design level and/or post-sales implementation level
·He or she will often be the sole VMware representative in interactions with the partner. He or she should be an accomplished communicator of business solutions and technical concepts. The ability to present extemporaneously is required
·Excellent communication skills, both written and oral are required. He or she should have the ability to articulate technical concepts in terms of business value to a VMware partner
·Present VMware product features and benefits to Managers and Director Level prospects as well as Systems Managers and Administrators
·Provide technical and strategic vision about the VMware product family and be able to describe customized solutions to address complex customer requirements, utilizing VMware and partner products and professional services
·Must be able to describe VMware’s key messages and vision and discuss key benefits for our partners
·Must maintain current knowledge of complete VMware product set and be able to describe key features and benefits of each
·Keeps abreast of developments within industry and the organization
·Establish positive working relationships – internal and external
·Acts as a VMware Product Advocate
·Pro-actively seek out new sales opportunities by developing new and existing technical relationships within accounts
·Evangelize current and future VMware products and technologies with an emphasis on large enterprise deployments and/or vertical solutions
·Ensure success of customer proof-of-concepts (PoCs)
·Documentation of client feature requests and issues
·Drive the design of customer oriented solutions using VMware’s virtualization products and technology
·VMware’s core virtualization products and technology including SDDC, NSX, EUC and VMware’s management portfolio
·Knowledge and demonstrated proficiency on multiple major server operating systems (Windows Server, Unix/Linux) and good working knowledge of Windows Server OS’s
·Strong understanding of Enterprise technology including x86 servers, storage arrays, storage, networking, network protocols, and general connectivity in multi-platform enterprise environments
·Cloud computing concepts (Infrastructure-as-a-service, software-as-a-service etc)
·End-User Computing concepts (enterprise desktop management and control with VMware desktop and application virtualization)
·A Bachelor’s Degree in Computer Science or Engineering or equivalent experience is required. Master’s Degree Preferred
·Up to 30% travel
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.