Partner Development Manager Iberia

**The Elevator Pitch: Why will you enjoy this new opportunity?**

Partners are becoming increasingly important in driving the deployment and consumption of VMware products and services. VMware are implementing several initiatives to identify service delivery capacity gaps, drive-up partner capabilities and competency, support their success with VMware solutions to accelerate solutions adoptions and consumption, building closer engagement with VMware services & sales teams. In this critical growth role, as the Partner Development Manager, you will be responsible for scaling customer success and building successful business outcomes with highly skilled and strong Cloud & services-oriented partners.

**Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?**

As the Partner Development Manager, you will:

- Be strategically engaged with a named list of VMware partners they select onboard and develop to help them build and sustain capable VMware practices driving successful customers' projects lifecycles.
- Have clear objectives to increase adoption of VMware Multi-Cloud, Apps modernization, and Anywhere Workspace solutions, but as well to fasten their deployments and consumption by customers.
- Act as a trusted advisor for the partners she/he will manage, focusing on winning the hearts and minds of the partners’ Executives and teams to positively influence capability, promotion, transaction, deployment and expansion of VMware solutions.
- Have strong sales and technical knowledge of VMware technology and offering.
- Have the ability to build actionable relationships with the partners’ leaders, including sales, consulting and professional services as well as managed services departments.
- Engage with the partner and will be responsible for building and executing successful business development plan, including adapted enablement planning, accelerating accreditations & certifications, marketing and sales plan.
- Will be tracking projects developments as well as deployments & consumption of VMware solutions at customers.
- Will be instrumental to support partners in developing best in class VMware sales, consulting, deployment and managed services practices, to help their customers in their digital transformation, Multi-Cloud, Applications Modernization and Anywhere Workspace journey.
- Will maintain a cadence for communication on the progress, execution and escalation of any issues to management and relevant stakeholders.

**The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**
- You will assist your partners with building their own portfolio of services and customer success practices as well as solutions-based offerings on VMware.
- You will facilitate co-selling motion with VMware sales and Professional Services teams to help support customer lifecycles stages, including advisory, technical assessments, proof of concept as well as deployments and consumption of VMware solutions, enabling expansion by delivering successful business outcomes.

**Success Factors**:

- Experienced and credible C-suite advisor with strong customer/partner relationship-building skills for them to sell and drive VMware messaging, opportunity, and investment ROI.
- Demonstrated ability to provide impactful results through listening, building a 360 vision of partners, developing, and executing the relevant enablement, business and marketing plan that drive successful sales and services results
- Demonstrated good technical understanding of solutions that support customers’ digital transformation, including Multi-Cloud, Application modernization, Digital Workspace, Networking & Security.
- Understanding of software business models, including perpetual, SaaS & subscription.
- You have a good understanding of IT Software and Cloud environment, and strong knowledge of VMware technology and solutions as well as Hyperscalers Cloud providers (Amazon, Microsoft, Google

**Competencies**
- Ability to uncover business challenges & recommend solutions to solve those challenges
- You can handle multiple tasks at once, and operate successfully in a rapidly changing environment
- Positive and energetic interpersonal skills, excellent listening skills, strong writing and presentation skills and hold the highest level of integrity
- You have business acumen and are inspired by success, able to engage and inspire executives’ teams as well as field sales, technical or marketing teams
- You are an excellent teammate with the ability to work within our high-energy sales team environment and have a desire to work in collaboration within the team for broader success.
- Strong Analytical, sales and marketing skills
- Fluency in English
- ** Business insight**: Experience in a business/commercial environment, appreciation of corporate culture, understanding and ideally experience of both perpetual licensing and su