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Global Partner Business Manager, Euc By Broadcom

2 months ago

Austin, United States VMware Full time

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**Job Description**:
Why will you enjoy this new opportunity?

The Broadcom End-User Computing Division empowers employees to do their best work from anywhere, through smart, seamless, and secure experiences. As digital workspaces continue to evolve, we are designing and engineering VMware Anywhere Workspace, a holistic platform built on our industry-leading solutions for virtual apps, desktops, unified endpoint management and security.

Our platform enables us to deliver upon our Autonomous Workspace vision, the next evolution of our offering that leverages data and artificial intelligence, to create workspaces that are self-configuring, self-healing, and self-securing. Together, our work is enabling organizations to optimize both employee experience and security, while modernizing IT and lowering operational risk.

The End User Computing Global Partner Business Manager (GPBM) is responsible for driving sales outcomes across global strategic partners. This GPBM opportunity is dedicated to Broadcom’s End User Computing division, consisting of our Horizon and Workspace One products. This role will focus on building and executing strategic partner sales plans that drive account engagement between the EUC Division sales and partner field sales and specialist teams.

Key outcomes of this role are as follows:

- Sales growth as it pertains to organizational KPIs.
- Increased partner sales engagement through building of executive relationships.
- Increased partner capabilities through solutions and business development.
- Successful partner deployments and engagements with mutual customers.

**Responsibilities**:

- Build a strategic sales strategy and execution plan with assigned EUC partners in alignment with the EUC global partner plan
- Drive joint engagement with the EUC partner across the entire sales cycle, from market opportunity identification, go-to-market activities, account targeting, joint field engagement, and account teaming
- Build partner executive relationships with key partner stakeholders and influencers including regular reporting and QBR process
- Meet/exceed assigned revenue quota related to joint partner sales engagement activity
- Serve as the EUC’s key point of contact for the specified partners for sales and account engagement; ensure partner satisfaction with brokering continued field sales engagement
- Execute partner field sales awareness and enablement strategy
- Ensure successful joint sales pursuit alignment between field sales team and partner sales team, including but not limited to:

- Support for partner on customer proposals and RFP responses
- Execution of partner resell or influence activity to support VMware sales
- Streamline sales operations and execution process and any escalating critical issues
- Enable EUC evaluation of licensing/sales vehicles to maximize customer value
- Negotiate account teaming or reciprocal services agreements, as necessary

**Required Skills**:

- 10+ years of Partner sales experience with significant depth around selling SaaS solutions to enterprise customers.
- Experience in evangelizing and demonstrating EUC solutions.
- Experienced and credible C-suite advisor with strong customer/partner relationship-building skills
- Demonstrated experience in evangelizing new product / solution technologies at or before market introduction.
- Demonstrated ability to provide impactful knowledge exchange through mentoring, workshops, partner engagements and official training forums.
- Ability to see & present the "big picture" through strong listening & question-based selling skills.
- Ability to uncover business challenges & recommend solutions to solve those challenges.
- Strong communication skills working in a matrix environment alongside partner sales, operations, programs, marketing, product management and ecosystem teams.

Preferred Skills:

- Direct experience in Horizon and Workspace One project design and implementation
- Knowledge and experience of managed services delivery for EUC solutions
- Delivery and collaboration of Executive Partner Advisory Board meetings
- Knowledge navigating large strategic partnerships in a global capacity

What is the leadership like for this role? What is the structure and culture of the team like?

The hiring manager is the Worldwide End User Computing Partner Sales and Ecosystem leader, Al Irizarry. Al has over 25 years of experience in technology sales across hardware, software and connectivity solutions. His leadership style is open, direct, and performance driven. He is straight to the point, accessible and focused on results. He fosters a culture of empowerment and collaboration where accomplishments are acknowledged and celebrated. The team prides itself on working together to solve problems and navigating with its charter to simplify and execute, while helping deliver the best partner experience to support our mutual customers achieve their business outcomes.

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