The Partner Business Manager (PBM) is responsible for managing, developing and facilitating VMware sales through an ecosystem of Solution Providers / Resellers / Alliances in New Zealand.
A field based role that manages all aspects of a business partnership. Positioned as the primary interface develops strategies positioning a select range of VMware’s products and services to align and support the partner business.
Support the development of competencies and sales opportunities that builds a sustainable business practice and revenue growth.
Relative to the assigned partner, territory or partner business status : , Design and negotiate an agreement of replicable VMware solutions & activities intended to position VMware as a core component of the partner’s go-to-market activities
Develop strategic relationships and sell the VMware partner value proposition. Help partners build strong relationships with key stakeholders within VMware and increase the revenue driven through each partner.
Identify a pipeline of incremental revenue to VMware by identifying new opportunities leveraged by partners. Build pipeline in allocated partners, ensuring the healthy balance of sales stage maturity required to consistently deliver in the current quarter and the longer term.
Utilise Value Selling sales methodology including VMware sales tools and process as amended from time to time, to communicate, report, track and manage sales pipeline.
Identify and advise VMware account teams on new opportunities and facilitate / manage reciprocal engagement with partner teams to leverage joint account mapping
Regular two way communication to promote team collaboration with internal resources such as technical, marketing, specialists and professional services in order to meet partner performance objectives and partners’ expectations.
Develop an overall Partner Business Plan, including a partner matrix and manage deliverables associated with the plan, report on activities and results on a regular basis, and form plans for increasing market share
Execute and contribute to the development of joint Managed Partner / Alliance Partner programs.
Establish training and enablement plans and activities with Partners.
Education and Experience
Category : Sales
Subcategory : Partner Programs
Experience : Manager and Professional
Full Time / Part Time : Full Time
Posted Date : 2021-03-31