Business Summary

At VMware we live by our EPIC2 values which are Execution, Passion, Integrity, Customers and Community.  Our exceptional security team is keeping the world safe from cyberattacks through our portfolio of Security Solutions.  By analyzing billions of security events per day across the globe, VMware Carbon Black has key insights into attackers’ behaviors, enabling customers to detect, respond to and stop emerging attacks.  Are you passionate about a groundbreaking technology platform that is disrupting the competition and industry?

This role will sit in VMWare's Security Business Unit, VMWare Carbon Black; a leader in cloud-native endpoint protection dedicated to keeping the world safe from cyberattacks.  The VMware Carbon Black Cloud consolidates endpoint protection and IT operations into an endpoint protection platform (EPP) that prevents advanced threats, provides actionable insight and enables businesses of all sizes to simplify operations.
 

Job Role and Responsibilities:  

We are seeking a Channel Account Manager, who is excited at the prospect of leveraging their security, technology, and channel background, to continue to build the best channel program available. This person must have connections to the top security routes to market in the U.S. Federal Market. You will be driving the company’s booking and revenue growth and are the ‘eyes and ears’ of the company. We expect this member of the channel team to:

• Develop, adapt and execute on strategic business plans developed for key VMWare Carbon Black VAR’s, OEM’s and MSSP’s measuring and reporting up on their KPI progress.
• Create strategic relationships with our partners which includes setting goals, discussing gaps, and holding partners to revenue and training goals
• Hold strategic high level QBRs with top partners in region to track pipeline, sales, events, and take action to stay on track to the goal set for the strategic partner
• Introduce VMWare Carbon Black sellers to partners
• Be able to help partners create, document, educate, and go to market with an endpoint security practice.
• Know our products, the benefits they offer, and how we fit in the endpoint security ecosystem
• Train partners on our offerings and how to hunt for VMWare Carbon Black opportunities.  

Required Skills:

• Cultivate existing and develop new U.S. Federal VAR, FSI and MSSP partnership
• Coordinate and Lead Key U.S. Federal program capture strategies to and through select U.S. Federal Systems Integrators in conjunction with Field Sales teams
• Exceed booking, revenue and pipeline quota targets
• Drive incremental revenue opportunities with partners: Identify and develop successful long-term opportunities alongside partners to grow new business for
• Track, forecast, co-ordinate and report on sales opportunities
• Help follow partner orders to insure processing at end of month and end of quarter
• Qualify & recruit Solution Providers, VARs and Distributors across region
• Develop partners through training to enable them to achieve the most commercially suitable level of Partner program accreditation
   

Preferred Skills:

• Channel management experience with connects to security resellers in U.S. Federal
• Experience selling software security and/or infrastructure products to U.S. Federal Government
• Demonstrated history of exceeding booking and revenue targets
• Comfortable calling on and presenting to senior level executives
• Comfortable presenting to large customer, partner , industry audiences promoting and representing Carbon Black’s value proposition
• Proven experience delivering on Key Performance Indicators set by U.S. Federal Vice President of Sales
• Possess the drive to succeed and to participate in the growth of an exciting, fast-paced company
• BA/BS or equivalent combination of education and experience

Travel: 50%

Category : Sales
Subcategory: Partner Programs
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Work From Home: No
Posted Date: 2020-02-21

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

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