Location: Solna, Sweden

Posting Title: SI/SO Manager


About Us: VMware (NYSE: VMW) is the global leader in virtualization and cloud infrastructure, two areas that consistently rank as top priorities among CIOs. VMware delivers award-winning, customer-proven solutions that accelerate IT by reducing complexity and enabling more flexible, agile service delivery. Our solutions help organizations of all sizes, lower costs, increase business agility and ensure freedom of choice. We are searching for people who are ready to accelerate, innovate and lead to join our team of more than 11,000 employees in 40+ locations worldwide working to develop innovative solutions that deliver the future of IT through cloud computing. Having the audacity to challenge constraints and problem-solve for tomorrow starts today, and it starts with you. Learn more at www.vmware.com/careers.


Why work for our Division: The VMware sales team and the solutions, products and services we deliver are revolutionizing data centers and the IT enterprise network. The sales team is responsible for driving new business, building customer loyalty, ensuring high product retention rates, supporting and promoting corporate strategy and initiatives, and developing and executing area business plans. The team is made up of humble top performers that foster an entrepreneurial team spirit and a team culture that promotes leaders at all levels. VMware’s executive sales leadership is hands-on, regularly engaging with the team during key parts of the sales process to win and retain accounts. The VMware sales team includes several key roles that all work together to meet a shared quota. In 2007, VMware experienced 88% year-over-year revenue growth, creating an ideal atmosphere for passionate, performance-oriented sales professionals. The VMware go-to-market plan separates our sales teams into three distinct areas: Global Accounts, Enterprise Accounts and Commercial Accounts.


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 responsibility in driving revenue goals within the territory. VMware has many types of partners: OEMs, VARs, Distributors, National Resellers, and Technology Partners 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 joint go to market strategies and creating marketing plans and events.


Job Description About the role: This is a rare opportunity to join the clear market leader in the fast-evolving area of virtualization technology. Candidates wishing to be considered for the role of Systems Integrator Alliance Manager must have a demonstrated ability to manage and motivate others, and have a consistent record of successful sales, business development, relationship management and/or strategic alliances development, preferably for a top 5 Systems Integrator/Outsourcer in Sweden. This is a senior business development role encompassing; executive engagement, partner enablement, program management, marketing planning and sales. Reporting into Sweden’s strategic partner organization the successful candidate will work closely with the EMEA Director Strategic Partners and the EMEA SI/SO team, as well as other SI managers and the broader sales organization across the region to deliver their objectives. The VMware Global Systems Integrator/Outsourcer Program was developed to establish a significant footprint in the largest and most influential SI/SOs world-wide in an accelerated time-frame. This is being accomplished by the use of highly focused and very experienced account management teams, dedicated marketing, engineering resources, and substantial executive level commitment. Main Duties: Building Advocacy Create an environment for VMware success. Develop Executive Relationships to the SI/SO organizations in Sweden. Identify champions and nurture technical, alliance and sales relationships to ensure that VMware is considered a critical strategic partner.
Enablement Work with Sweden’s organizations of Global SI technical and commercial departments to embed VMware technology in to SI/SO standard service offerings. Introduce, train and enable local sales and delivery teams. If necessary take responsibility for developing required go to market collaterals. Demand Generation Build a plan with the SI/SO's to generate demand and project opportunities. Identify opportunities to partner in demand generation activities either directly with the SI/SO’s or in partnership with other vendors in collaboration with the SI/SO's. Sales Engagement Introduce and drive new opportunities with VMware sales – with emphasis on “outsourced” accounts, white space accounts and under-penetrated accounts. Facilitate and manage engagement between the account teams from multiple organisations within a complex consortia environment. The role, responsibilities and geographical focus will change and develop over time along with the company’s rapid growth. Up to 50% travel is a requirement of this role Key Interfaces:
- Global SI/SO Managers
- EMEA Regional SI Managers
- Swedish and Finnish Sales organizations Required Skills:
- Must have demonstrated experience in technology sales showing increased levels of responsibility
- Previous experience as a SI Manager managing a top 5 SI/SO account, Strategic Account Manager, or Alliance Manager strongly preferred
- Experience in working with major SI's in Sweden
- Documented track record of success
- Able to manage a team or geographic area preferably with expertise in managing within a matrix environment
- Experience and comfort level working with C- level executive at Fortune 500 companies and building relationships throughout organizations
- Familiarity with server, storage and systems business and current compute technologies
- Familiarity with Target Account Selling or other established sales methodology a plus

- Must be fluent in English language
Before you join, VMware will require you to go through a pre-employment screening process. This means that we will want to verify your details and the information you have given us to ensure your suitability for a certain role considering its nature, seniority and other relevant factors.

Location: Solna, Sweden
Requisition Number: 32793BR