Manager - System Integration - Sales

To assist VMware in its overall objective of increasing both revenue and product penetration. This role, in keeping with all VMware sales roles, is for an individual with high energy, high ambition and an overwhelming desire to succeed.

Responsibilities Strategy:

- To accelerate VMware proliferation by establishing VMware Virtual Infrastructure as the industry standard for x86 architecture virtualisation within the top 20 Global System Integrators.

- This will be achieved through the design, negotiation and agreement of replicable VMware solutions & activities intended to position VMware as a core component of their hosting, outsource and resale activities.

- CEE SI Manager has Global Responsibility for T-Systems and Siemens Business Services and regional responsibility for SI's that include EDS, CSC, IBM Global Services, Capgemini/Sogeti, Atos Origin, Getronics, Fujitsu Services, BT Global Services and Accenture/Avanade.

Tactical Objective:

- To develop, realize and maintain incremental revenue by selling and advocating VMware Virtual Infrastructure products “to”, “through” and “with” “Systems Integrators”

Specific functions:

- Sell System Integrator contract, including Enterprise License Agreements in territory with a view to standardization on VMware technology

- Identify a “pipeline” of incremental revenue to VMware by identifying new opportunities to, through and with SI’s. Use this to strengthen the case to SI for VMware standardization

- Account coverage – qualify / establish / maintain high awareness of VMware value propositions to all SI’s in the defined territory

- Identify and Advise Corporate Accounts Team on new opportunities and facilitate / manage reciprocal engagement with SI client teams to leverage sales

- Initiate Proof of concept work for specific projects (i.e. client specific) or generic repeatable solutions (e.g. a SAP solution) - Track business development in $ by Quarter in a format that is accessible on demand

- Report on activities and results on a weekly basis

- Work with team across geographical regions to coordinate strategic account activities when required

- Execute and contribute to the development of SI sales programs

- Establish training and enablement plans and activities Requirements

- Ideally educated to degree level

- At least 12 years experience selling Enterprise Software in association with System Integrators

- Experience in building a partner-based business

- Success in closing high value contract negotiations

- A background of consistently exceeding target

- Excellent written and verbal communication skills

- Experience in building and leveraging Channel sales relationships Education Requirements

- Educated to minimum A Level (equivalent). Degree standard is a benefit, but can be replaced by sufficient working experience.

Please share or refer resumes or i can be reached @ 9901910935

Ashish Mahajan