Internal Partner Business Manager - VMware - Sydney

Job description

The Inside Partner Business Manager (iPBM) will be a key member of the the ANZ Partner team.
This position is an internally based role which in conjunction with VMware’s distribution partners is responsible for driving and developing the VMware business carried by their partner set. Working closely with a defined set of resellers and distributors the iPBM will proactively engage the right contacts in the organisation and agree on 6/12 months business plans.

Responsibilities
The objective of the iPBM’ is to increase partners’ sell-through of VMware products. The role will work with the appropriate distribution partner to build a strong relationship with the reseller accounts and proactively focus on sales enablement and increasing direct sales for the partner. To do this the iPBM will leverage VMware’s Distribution partner’s sales, operations and marketing teams. Specific ways to accomplish this include:

* Developing executive level relationships within their Partner’s organization to increase VMware wallet share with these accounts,

* Working with key decision makers within their Partners’ organization to ensure marketing, technical and sales readiness,

* Training Partners on VMware products and programs and assist them in choosing and participating in those that are a good fit for their business model,

* Working with the Partner to drive effective outbound campaigns to reach-out to existing customers and/or prospects,

* Maintaining account profile and tracking all sales activity via VMware’s internal tools to measure effectiveness of sales engagement.

* Provide feedback on market conditions using data gathered from channel accounts.

Education and Experience

* A persistent, self-starter with a track record of successful, credible follow-up and cold-calling in to multiple executive levels within an organization,

* 3-5 years in a software selling environments including knowledge of infrastructure software, how it is sold, how it is fulfilled through the Channel, and how Distributors provide services to Resellers, VARs, and OEM partners

* Strong presentation skills in order to deliver effective Training & Enablement Sessions (Webinars / Face-to-face)

* A team player with the ability to work in a high-energy sales team environment with a desire to work with others for broader success.

* Experience and success working within a revenue quota and commission structure

* Positive and energetic phone skills, excellent listening skills and ability to communicate proficiently via email.

* Ability to manage multiple tasks at once, and operate successfully in a rapidly changing environment

* The highest level of integrity

* Proficient with standard corporate productivity tools (email, voicemail, MS Office)

* Sales training and Salesforce.com experience desirable

* Tertiary qualification in Business or IT (or similar) or equivalent commercial experience

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