Business Summary Work Here. Transform Everywhere. VMware software powers the world’s complex digital infrastructure. You may be thinking that VMware is a company that is all about virtualization; while we are still the market leaders in this platform with over 90% of corporate workload, VMware provides software that build, run, manage, connect and protect any app any cloud and any device. We have the journey for you! The Academy Training program is designed to fast track our new graduate hires from training into successful careers in the Worldwide Sales and Services organization. We offer you in-depth training focused our most exciting technologies, while growing your skills throughout the progression. 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 software forms a digital foundation that powers the apps, services and experiences that are transforming the world. Are you looking to become a member of a talented team and help transform the sales and channel landscape? If so, we would love to hear from you! Insights to your role - Associate Partner Business Manager Associate Partner Business Manager is assigned to a specific geography and/or segment and is responsible for the relationship with partners - and sometimes Distributors - within that territory. An Associate Partner Business Manager, your main goal is to achieve revenue targets through your partners, leveraging your channel Distribution partners where applicable. Also based your deep understanding of VMware channel program, you should leverage to increase partner engagement and profitability. This dynamic, field-based role develops and implements selling strategies for VMware products and services through VMware channel partners, thereby growing their revenue. You will build sustainable business practices and foster strategic relationships across VMware through co-selling engagements. Understand VMware channel partner programs and able to educate internal and external stake holders. Identify profile and develop key strategic partnerships, tailored to partner capability and coverage. Manage all partner tiers, motions, critical issues, and performance, and help drive strategic investments to further partner enablement. Develop go-to-market strategy and activate partners. Increase partner sales, delivery capacity, and development, around key focused pipeline motions including volume-based inside selling and value-based field selling of advanced technologies including VMware Cloud Foundation (VCF), and digital workspace with WorkspaceONE (WS1). Align field and specialist reps with partners, and utilize strategic motions, such as assessments, development funds, and ad-hoc programs, to accelerate pipeline. Engage select partners in active deals for solution validation, proof of concept, and services opportunities to ensure customer value realization. Create a co-selling practice, by developing joint account plans between the customer, the partner, and the VMware Direct Sales Team. Match partners to large accounts and connect core and partner salespeople large deals to increase sales velocity and customer value. Improve customer experience by facilitating successful co-selling and services engagements, resulting in increased customer satisfaction. Requirements Bachelor's degree. Business acumen: Sales and business insight, in recognizing and acting go-to-market plans, marketing programs, joint value propositions, and business cases around strategic partnerships. Drive for results: Highly motivated, driven, and strong good business ethics required of you. Proven track record of achieving business objectives in a highly competitive partner channel environment, including meeting or exceeding revenue goals and working with complex national and global partners and alliances. Do you have great ability to build and drive relationships and team orchestration with partners, field sales, inside sales, and marketing teams? Ability to engage, influence, and coordinate both partner and VMware resources? Exhibits credibility and executive presence, influencing and instilling confidence at all executive and management levels. Good to have (optional) - Pipeline management: Demonstrated ability to develop and execute strategies to increase a joint pipeline volume with partners, through a proven proficiency with tools and processes for analyzing, assessing, and forecasting.