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DXC Technology VMWare Global Alliance Partner Executive in Any City, Virginia

Job Description:


The VMWare Global Alliance Partner maintains and manages ongoing strategic alliances of a large scope, with vendors, clients and related organizations. The Partner leverages strategic relationships to provide enablement offerings in technology and solutions to global service delivery resources. They will engage in both business development and solution development activities.

Essential Job Functions

  • Establishes and sustains relationships with specific partners to provide services, products and solutions to potential and existing clients; understands partner capabilities and how they align with client needs to ensure needs are met in a timely and cost effective manner

  • Develops and maintains a partner strategic plan for specific partners; defines specific partner initiatives globally; coordinates partner activities; participates in contract negotiations to create partnerships; serves as a global point of contact for specific strategic and solution partners

  • Leverages internal infrastructure to support go-to-market execution; collaborate with offerings, marketing, legal teams; develop collateral, communication and training to support on-the-ground execution

  • Drives business development planning for most important deals at a global level with a specific partner; conduct joint account/pipeline planning and workshops with partners; collaborate and coordinate with Global Partner Executives across different partners in the region

  • Manage day-to-day relations with partners at the global level; identify key executives through partner mapping; conduct a regular meeting cadence and drive governance

  • Collaborate to set regional sales targets for specific strategic partners; conducts periodic sales reviews to track global performance; creates plans to achieve sales targets; conducts joint-reviews with partners to measure impact and financial metrics by region and by initiative

  • Participates in strategic solution development activities including, but not limited to, identification, development, launch and operation phases; increases the effectiveness and efficiency of the organization by identifying best practices and promoting reuse as it relates to the partners technology and solutions

Basic Qualifications

  • Bachelor's degree or equivalent combination of education and experience

  • Bachelor's degree in business administration or related field preferred

  • Fifteen or more years of business development, sales or related experience

  • Experience working with VMWare

  • Experience working with strategic planning

  • Experience with contract interpretation, negotiations and project management

Other Qualifications

  • Strong organization and time management skills to balance and prioritize work

  • Strong communication skills to interact with senior management, staff, vendors and clients

  • Personal computer and business solutions software skills

  • Strong human relations skills to select, develop, mentor, discipline and reward employees

  • Strong interpersonal and influence skills to cultivate relationships, facilitate negotiations, and build partnerships with customers and key stakeholders

  • Strong leadership skills to guide and mentor the work of less experienced personnel

  • Ability to use own judgment and initiative in problem resolution

  • Ability to independently develop initiatives

  • Ability to work in a team environment

  • Ability to publicly represent company with internal and external clients in sensitive and highly visible circumstances

  • Willingness to travel up to 80%

Work Environment

  • Office environment

DXC Technology is EEO F/M/Protected Veteran/ Individual with Disabilities