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VMware Dell Distribution Alliances Manager - Opportunity for Working Remotely in Des Moines, Iowa

Business Summary

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate and innovate, join us as we challenge constraints and problem solve for tomorrow today.

Excellent teamwork is non-negotiable for this role with a meticulous view to driving programs with outcomes defined jointly with Dell Tech Advantage (DTA). Working with the regions, this person will also play a critical role in executing a long-term viable strategy for Dell and their Reseller partners.

Key Job Responsibilities

Responsible and accountable to drive programs across our franchises to deliver an effective go to market jointly delivered through Dell’s partners and Dell.

Work with VMware Business Units and Dell teams to bring break through thinking in leveraging Dell’s infrastructure more effectively to drive a mutually successful business- focusing across Key client transformation plays, OEM and Joint solutions drive with Dell.

Help drive targeted Joint-Business-Plans with Dell and their Reseller partners.

Work closely with regional Dell and Partner teams to help support the Dell Synergy business- this involves brokering discussions with global DSAT and Business Unit teams to make relevant provisions to support US to rollout offerings. In this process, there could be nuances in regions to be aware and make provisions.

Bring a level of personal leadership into the role to represent the US requirements to gain Business Unit and global support, including key stakeholders within VMware DSAT global team and Dell.

Act as a leader in bringing together field resources, through demonstrable experience on negotiating between Dell and VMWare in complex sales situations where required.

Share best practices across the region and collate the needs/feedback from US back to relevant global teams with clear outcomes managed.

Candidate Expectations:

15+ Years of work experience in the IT industry, with a minimum of 5 years in Partner, Distribution and/or Strategic Alliances, preferably for Software solutions / Cloud Solutions.

Excellent understanding of the Channel Ecosystem and prior experience working/liaising with these organizations.

Experience working in a high growth environment and the ability to stay ahead of the growth curve.

Ability to function across a cross functional team demonstrated in past experience to be able to handle complexities and resolution management

High potential candidate that can be versatile to take on other roles within VMware in the future. We want to invest in someone who will stay and invest in us equally so their motivation will be key.

Excellent interpersonal skills with clear communication along with a highly teaming individual style. Able to “bring people along” in an influence without authority mode throughout a Channel Community.

Below are the key competencies we would look for to successfully deliver on this role:

Flexibility, Adaptability, Managing Change and Agile Thinking – adjusts quickly to changing priorities and conditions. Copes effectively with complexity and change.

Strategic Thinking/Visioning – Able to see and communicate the big picture. Determines opportunities and threats through comprehensive analysis of current and future trends.

Creativity/Innovation – Generates new and innovative approaches to challenges, addressing gaps and identifying accelerators.

Communication – speaks and writes clearly and articulately. Maintains this standard in all forms of written communication including email.

“This job opportunity is not eligible for employment-based immigration sponsored by VMware.”

Category : Sales

Subcategory: Field Sales

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2021-07-21

Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.

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.