Senior Partner Business Manager - Sydney, Sydney, Australia, 2000

Australian Dollar . AUD -

Job OverviewThe Senior Partner Business Manager (PBM) is responsible for managing, developing and facilitating VMware sales through some of the largest and most strategic Solution Providers/Resellers/ Alliances in Australia and 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.ResponsibilitiesRelative 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 PartnersEducation and Experience• Min 5-10 years' experience working within the IT channel in a customer facing strategic partnership role, work with global partners and alliances• Exhibits sufficient sales and business acumen, credibility and presence to enable effective relationship building, influencing and instilling confidence at all business levels within the partner• Experience in managing relationships and influence within a partner and with external third parties that formulate a partner's strategic thinking and actions• Proven track record of achieving business objectives including revenue goals, in a highly competitive sales environment, working with complex national and global partners and alliances• Proven ability to engage at C-level for the purposes of solution selling, establishing peer relationships and articulating strategic vision• Experience of working in a matrixed organization• Strong experience leading a multi-functional team in complex engagements• Tertiary qualification in Business (or similar) or equivalent commercial experience