Job Description
VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. We enable people and organizations by radically simplifying IT with multi-cloud, app modernization, digital workspaces, virtual cloud networks and security as fundamental technology platforms. Join our community – instigators of innovation and transformers of technology – as we envision and create what’s next in IT. Get connected to an engine of opportunity fueled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT. We are passionately driven to make an impact while contributing back to the community. Learn more at today
Designation: Director, Learning Partner Programs and Strategy – APJ
Location:Bangalore / Mumbai / Delhi
The Director, VMware Learning Partner Programs and Strategy will develop and lead the Learning Partner business in APJ. The person in this role is expected to grow the Learning Partner business by increasing number of students trained and certified across all 5 regions in APJ while ensuring the partner program and strategy support Partner profitability and overall Learning channel performance. This includes working in partnership with the Field Sales across APJ and broader VMware Channel Organization to implement the strategy and identify net new growth opportunities. The role is accountable for the performance of the APJ VMware Learning channel business and manages a team of full-time employees and contractors.
Key Focus Areas
· Play a role in defining the Learning Partner strategy working tightly with the global Partner Learning Programs lead that is fit for purpose and helps grow the Learning partner business in APJ.
· Implement the Learning Partner strategy focused on proliferation of digital, instructor led, and subscription learning offerings through already established and net new channel programs.
· Cultivate strategic relationships with key leadership in APJ partner organizations including global VMware Learning partners, System Integrators, and strategic partners in emerging growth sectors
· Streamline and optimize the current VMware Learning channel ecosystem to maximize market coverage and improve overall efficiency
· Play a role in planning and implement the channel incentives strategy including regional and programmatic partner incentives to drive partner performance and profitability
· Establish strong relationships within our current VMware Learning Partner ecosystem to incrementally grow the customer Learning business.
· Develop a business partnership with the Regional Sales & Delivery leadership team and improve the strategic relevance of our VMware Learning partners within the Geo VMware Learning GTM
· Ensure the quality of channel-delivered VMware Learning solutions meets or exceeds established standards
· Nurture a diverse team of regional Learning Partner Business Managers to maximize potential and drive individual and team performance.
· Develop deep relationships with the APJ Partner Readiness Manager and manage the budgeting, planning and execution of quarterly readiness activities for smooth execution.
Requirements(Knowledge, skills, and abilities)
•Strong understanding of channel strategy including one-tier and two-tier distribution models and partner incentive structures
•Ideal candidate has experience designing and implementing strategic programs for different partner types including Systems Integrators, Distributors & OEMs
•At least 10 years’ experience in education and training P&L management within an IT Software organization
• A proven track record of defining and implementing channel programs and strategies
• A proven track record of consistently achieving results relative to defined KPIs
• A strong background with external / customer training.
• A proven track record of working with Learning delivery and sales Training Partners
• Ideal candidate has experience managing a geographically dispersed, multi-lingual and multi-cultural team
• Able to effectively manage Cost, Revenue and Margin
• Good commercial awareness, able to structure commercial arrangements with the support of our legal department and within the bounds of our legal requirements.
• Excellent communications and interpersonal skills
• Excellent understanding of technology and relating the value to a customer’s business requirements. Although not a technologist, the candidate will be able to understand the technical issues surrounding VMware products and technologies.
• Be a natural team player and have a desire to work with others for broader success
• Be able to operate successfully in a rapidly changing environment
• Positive attitude, self-motivated and persistent
Key Performance Measurements
• Global Learning Partner revenue, margin, and bookings
• Efficient P/L management
• Numbers of students trained and certified
• Global growth in Learning sales of digital, instructor led and subscription training offerings through channel partner activities
• Integration or attach of Learning in product, license, or subscription sales through VMware channel partners
Desirable Personal Characteristics
• Drive, Passion, Curiosity
• Honest with High Integrity
• Team Player
• Strong Leadership
• Focused and Committed
• Planning & Organizing
• Communication
• Growth Mindset
Category :Sales
Subcategory:Services Sales
Experience:Business Leadership
Full Time/ Part Time:Full Time
Posted Date:2021-07-22
Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.
