The Partner Business Manager will be responsible for managing VMware's Tier 2 partners in India to help them achieve sales targets of emerging VMware products. Key responsibilities include recruiting and developing local partners to identify sales opportunities, driving partners' sales progress and closures, and ensuring partner profitability and engagement. The role also manages partner performance, provides updates on VMware initiatives, and acts as the primary contact between VMware and partners.

1. The Partner Business Manager will primarilybe responsible for VMware's Tier 2 partners in India
1. Carry revenue target from emerging products for the North & East region
2. Recruit/ Enable / Develop and engage with local partners for opportunity identification,progression and closing
3. Drive partners to achieve VMware business on emerging products
4. Activate the resellers – by getting the resellers to activities that build their pipeline or help them close business
5. Create and maintain plans to ensure thatthe activities,pipeline and closures are meeting the targets and ensure
that partner profitabilityis compelling enough to keep the partner engaged in our business
6. Ensure that Resellers are leveraging all our programs to improve their engagementand loyalty with VMware
7. Drive partners to cover the end user to generate leads for the given products
Other attributes include and not limited to:
Business Development
- Develop trusted relationships with partners based on strong business metrics
- Understand each partner's business strategies,motivation and identifying VMware's unique proposition for each
partner
- Work with partners to engage in proactive sales opportunitygeneration,pipeline managementand deal closure
- Leverage partners to identify and drive new productand solutions opportunities
- Organize joint business developmentactivities
- Leverage partners to maintain VMware's existing install base ofcustomers and products and where possible,grow
VMware's footprintwithin each account
Relationship Development
- Develop, manage and measure partner performance through detailed business planning and regular reviews
againstthe plan
- Develop and customize tactical sales programs and promotions leveraging each partner's unique value
propositions
- Ensure that all partners are kept fully informed on all relevant VMware initiatives,activities and product and solution
developments through regular updates
- Provide partner with training on VMware products and services
- Manage channel conflictin the mostefficientand effective manner
- Act as primarycontact between VMware and partners on all day to day activities
Business Management
- Meet assigned financial targets
- Provide accurate forecastsales potential between VMware and partners

2. - Adhere to all aspects ofVMware business policies and procedures
- Be responsible atall levels for overall partner relationships and satisfaction
- Fully understand channel and marketdrivers to determine program/promotion activity
Requirements:
• 4+ Years in Software Sales with a significantpercentage in Channel/Partner sales or Directsales within an
Enterprise Vendor
• Proven experience with proactively engaging in attracting new channel partners
• Proven experience in working with major global/local distributors and resellers
• Experience with moving a significantamountofsoftware producton a national scale in India,preferably
Virtualization, Application tools and frameworks.
• Superior written and oral communication skills
• Experience working in a high growth environmentand the ability to stay ahead of a large growth curve
Why work with our Group
The Partner sales team is aligned to the sales organization and is responsible for managing and growing our partner
ecosystem.The Partner Business Manager (PBM) shares responsibilityin driving revenue goals within the territory.
VMware has many types of partners:OEMs, VARs, Distributors,National Resellers,and TechnologyPartners etc.
The PBM works to map VMware’s sales executives to the partner’s accounts in order to accelerate and drive the
sales process.The PBM will work with the assigned partner to enable the partner by facilitating and providing
training,developing jointgo to marketstrategies and creating marketing plans and events.
Advertised Location (Selectonly ONE location)
New Delhi,India
About Us
VMware is the leader in cloud infrastructure,business mobilityand virtualization software.A pioneer in the use of
virtualization and policy-driven automation technologies,VMware simplifies ITcomplexity 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.
With 2014 revenues of $6.04 billion,VMware has more than 500,000 customers,75,000 partners,and 18,000+
employees in 120+ locations around the world.At the core of what we do are our employees who deeplyvalue
execution, passion,integrity, customers,and community.Want to be part of a compassionate communitythat thrives
on architecting what's next in IT? Learn more at vmware.com/careers.