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Senior Director, Government, Education & Healthcare Partners

Company: Dell GmbH
Location: Reston
Posted on: September 12, 2020

Job Description:

We are dedicated to the safety of our team members, customers and candidates. Due to the current global situation you may experience a slower response time or fluctuation in our job opportunities as we adjust to the dynamic circumstances. We appreciate your patience and encourage you to Join our Talent Network for the latest Dell Technologies career opportunities.

To learn more about how Dell Technologies is supporting our communities during COVID-19, please read a letter from Michael Dell .

PLEASE NOTE : We are dedicated to the safety of our team members, customers and candidates. Due to the current global situation you may experience a slower response time or fluctuation in our job opportunities as we adjust to the dynamic circumstances. We appreciate your patience and encourage you to Join our Talent Network for the latest Dell Technologies career opportunities.

Primary Location: Reston, Virginia

Additional Location(s): Reston, Virginia 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 30,000+ 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, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

Business Summary

* This job requisition is not eligible for employment-based immigration sponsored by VMware

*This position will perform work that the U.S. government has specified can only be performed by a U.S. citizen on U.S. soil, and therefore any offer will be contingent upon verification of both of these requirements.

In this Senior Director role you will balance a mix of strategy, planning, and execution responsibilities leading the Government, Education & Healthcare (GEH) Partner Organization. The ideal candidate will possess a unique blend of skills:

A deep knowledge of Public Sector including compliance and policies as it relates to VMware and its Routes to Market

Experience in all GEH verticals: Federal, SLED, and Healthcare

Business acumen

Development and execution of a multi-year, multi phased channel strategy

Sales and sales operations experience

A comprehensive knowledge of VMware’s offerings

Ability to influence and partner with a large number of constituents within VMware and broadly across the organizations partner ecosystem.

The Senior Director of GEH Partners will be accountable and responsible for driving a $1B + business with partners focused on Federal, SLED, and Healthcare. They will create and execute a 3 year partner strategy focused on accretive, partner generated revenue leveraging relationships with traditional and SaaS partners to create new and sustainable routes to market.

The selected candidate will represent Public Sector routes to market across all internal groups within VMware. They must be persuasive, diplomatic, and have proven communications skills. This role requires proven sales influence, channel and partner experience, strong integration with the field organization, as well as, executive presence, and outstanding cross-group association and sales execution.

Ideal Location is the Capital Beltway. Other locations including Denver, CO may be considered. (Will require extensive travel).

Job Roles and Responsibilities:

Key measurements will include bookings, solution mix, and new account acquisition across all GEH customer segments.

Responsible for developing and owning the partner strategy and execution plans for GEH to achieve a 3 year partner revenue goal, including SaaS targets.

Directly manage a partner sales organization aligned to: Federal; State, Local, and Education; and, Healthcare.

Will own targets for routes to market while developing, implementing and supporting cross functional collaboration of all field, inside sales reps, partner business managers, marketing, services, product specialists and solution architect teams.

Will be recognized as the APO Leader with Public Sector expertise, thereby working closely with the VMware World Partner Organization, Business Units, Legal, and Compliance, to ensure compliant and effective programs and routes to market.

Integrate acquisition products into RTM plans and identify and engage new partners as needed.

Analyze business to identify key metrics and opportunities for effective execution to achieve customer segments growth; drive associated initiatives to improve performance and exceed business objectives.

Dotted line to the VP of GEH and reports directly to the Americas Partner Organization Leader

Travel: up to 50%

Required Skills:

10+ years of people management experience leading a high functioning sales and/or channel team. Second line management and field sales experience is expected.

Public Sector (Federal and SLED) and Healthcare experience is required.

Leadership: Ability to set goals for the organization and hold people accountable for achievement. Skilled at working with high performing leaders to develop cross organizational strategic plans and integrate organizational processes.

People management: Capable of inspiring a team to high performance through a combination of structured processes and unstructured interactions. Able to set a sales and engagement cadences that make things happen with and through partners. Validate experience utilizing a structured HR performance and compensation process across a sales or partner management organization. Ability to adapt skills to meet employee needs and to encourage and drive excellence.

Executive engagement: Writing, Speaking, Appearance and Poise to motivate and drive business initiatives with Partner Principals / Sales Executives. Ability to quickly establish relevance and value with senior decision makers through strong executive presence and appropriate executive level communications.

Team management: Strong team player who exhibits is willing to take leadership roles in initiatives, working across organizations, and structuring approaches to new opportunities. Expertly building and developing cross-functional relationships with channel partners, sales, marketing, technical management teams, and customers.

Partner management: Successful experience in recruiting, training, mentoring, motivating, and retaining a successful group of partners. Experience with product marketing, technical sales, sales engineering, business development and planning, alliance management, or in a customer-facing strategic partnership role. Experience transforming partner sellers into a SaaS sales motion.

Solution selling: Strong experience in communicating value proposition in terms of partners’ and customers’ business needs. Knowledge of building end-to-end solution approaches encompassing products, services, and processes based on customers’ requirements.

Preferred Skills:

Our team looks for those who embody our values of humility, compassion, collaboration, respectfulness, honesty, and good-natured fun.

Excel in strategic and value selling within the GEH verticals.

Deep knowledge in Public Sector procurement and processes.

Success in winning net new accounts as well as selling into white space within existing install base.

Category : Sales

Subcategory: Partner Programs

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2020-07-06

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 http://careers.vmware.com.

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. Job ID:  R2008917

Our Meet the Hiring Manager series allows you to get to know the people... READ MORE

Laura Slot, a Commercial Account Manager here at VMware, shares her story... READ MORE

Our Meet the Hiring Manager series allows you to get to know the people... READ MORE

Keywords: Dell GmbH, Reston , Senior Director, Government, Education & Healthcare Partners, Other , Reston, Virginia

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