“In the Sr. Director of Strategic Programs for VMWare US Public Sector (Federal, State/Local, Education) you will drive the qualification, development, solutioning and capture of large, complex programs and develop an ecosystem of System Integrators who both employ and deliver VMWare enabled solutions and services.”
Responsibilities:
- Manage a funnel of both pre-award & post award opportunities for Public Sector and the System Integrators – Focus is on the largest, long-term opportunities in the Public Sector market. The Director will be responsible for understanding VMWare’s value proposition in these important initiatives, building & executing campaigns to position our technology.
- Understand the Public Sector and Federal System Integrator market – Understand the top initiatives and programs that will drive the greatest revenue for VMWare; Know and have contacts in the Customer community, the Partner ecosystem and the key System Integrators in the Public Sector market
- Drive Program Sales Strategies – Engage & coordinate with End-User Sales Directors; Coordinate with VMware capture management to develop program specific value propositions; Identify the relevant system integrators and points of contact; Build ongoing and program specific call plans with partner accounts; Develop program bid strategies with VMware Leadership
- Drive Adoption of VMware technology – Drive the Business Development and Account Executive teams to execute program specific call plans; Push program focused value propositions; Arrange demonstrations and deep dives; Negotiate positions on teams; Ensure Partners/System Integrators are getting proper proposal & technical support; Win program and SI internal business
- Build & Maintain Relationships within System Integrator Leadership – Understand the System Integrator & Partner business models and sales cycles; Build relationships with the executive business development and program teams, Understand the programs and initiatives that they are prioritizing
- Understand the VMware portfolio – Understand the VMware story, solutions, and technologies; Understand & Relate specific focused Use Cases for VMware solutions; Coach your team so they have this ability as well; Communicate new end-user mission and technical requirements to VMware
- Push Awareness in the Public Sector Organizations – elevate VMware’s strategic status with key Customers, Partners, and System Integrators; Drive executive capture & technology relationships; Push go-to-market solutions that will allow Partners & System Integrators to discriminate in the Public Sector market and influence end-user customer requirements
- Management of 30+ Account Executives, Capture Managers, Technical Architects, Business Development Staff, Sales Engineers, Internal Sales Reps and Product Specialists
