This role is responsible for developing the GTM strategy and execution for VMware offers with AWS with our GSI partners including our public sector GSIs. Success for the role will be defined by growing ARR by $20M+ in year 1 and $50M+ in year two through VMware services including VMC on AWS. The successful candidate will also work with GSIs and ISVs to define offerings for AWS Marketplace to accelerate ARR by aligning with AWS consumption measures and EDP retirement schedules. The candidate will also bring an outside-in perspective and represent the voice of the customer while working with AWS and private and Public Sector GSIs.

The ideal candidate will have both a business background that enables them to drive partner engagement with GSIs and ISVs in the context of the AWS partnership. This position will also work with VMware executives, product and engineering teams, AWS partner strategy teams, and with the broader SEIS team, including GSI and Industry Solutions. They should have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. You will contribute to the design of GTM blueprints which will be in place for the different consumption models, customer experience platform evolution, and SLAs/outcomes via both direct and partner routes to market.

Responsibilities

• Work as an integral member the AWS Business Development team and larger SEIS team to unlock the VMC on AWS opportunity with the GSIs and ISVs
• Define market opportunity and revenue growth plan for the top partners including Public Sector GSIs
• Define a plan with the strategy and tactics to get to first revenue and a model to scale at the initial partners and across the broader GSI set
• Unlock Public Sector GSI engagement through AWS Marketplace
• Leverage cross-functional opportunities for scale and identify and remove obstacles working across customers, sales, marketing, customer success, ecosystems business development, and partner organizations
• Engage and work collaboratively with key organizations at AWS responsible for target GSI and ISVs

To be successful in this role candidates will:

• Understand the markets in which VMware operates and the technology and services VMware provides
• Have extensive first-hand experience working with customers and partners with as-a-service and consumption portfolios
• Be knowledgeable and deeply interested in the business and organizational aspects of transformation
• Have significant knowledge about technology platforms and platform suites
• Be willing and eager to act
• Be constantly curious, seek the root cause of issues, determine alternatives to opportunities when barriers are encountered, and enjoy the motivation of the people involved
• Seek to influence with compassion, knowledge, passion, and value-orientation
• Present and facilitate discussions at all levels of the organization with intentional outcomes
• Be effective with large teams of people working virtually across matrixed organizations and between three or four partner companies

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

Category : Sales
Subcategory: Alliance Management
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-10-03

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