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VMware Senior Partner Development Specialist - SLED - Opportunity for Working Remotely in Wichita, Kansas

The Partner Sales Specialist is a sales position within the VMware Partner organization. The Partner Sales Specialist will carry a security-specific sales quota within the Federal and SLED verticals to drive pipeline and bookings growth. This position is responsible for key aspects of the sales cycle including building new opportunities, identifying upsell/cross sell opportunities, and driving sales campaigns via our partners. Additional responsibilities include conducting sales enablement with the partner sales force. It is expected that this role will increase deal win rates, drive awareness with VMW and partner sales teams and build incremental VMware opportunities. This role is a sales conduit between VMW sales teams and reseller/MSSP/IR partner teams. You will have proven direct sales experience and experience in the channel selling model.

Required job functions:

  • Either be the Primary sales driver for transactional business within the FED/SLED verticals and partner/work within a team to drive business

  • Pipeline Management: Forecasting and account opportunity detail

  • Sales liaison between VMware inside/field sales and partner sales rep

  • Execute demand generation programs and drive security prospecting campaigns with assigned partner

  • Periodically assist larger partner team with new product/program rollouts to assigned partner(s)

  • Ability to drive and enable Core and Partner reps in delivering Security Value Propositions and executing on all selling aspects for their Security Solutions

Required Skills:

  • Ability to cultivate and build positive relationships

  • 3+ years of direct sales experience selling enterprise software, preferably in a channel model

  • Experience in building/generating sales pipeline and demand generation programs

  • Understanding and experience with channel sales model

  • Consistent track record of quota achievement with a background of exceeding quota

  • Knowledge in selling complex IT solutions/ products; Cybersecurity experience/knowledge a plus

  • Preferred experience growing partner business in the FED/SLED space

  • Excellent communication skills: phone, presentation and written

  • Technical experience preferred, but not required

  • Bachelor’s degree preferred, but not required

Preferred Skills:

Our team looks for individuals who embody our values of humility, compassion, collaboration, respectfulness, integrity, and good-natured fun.


This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

Category : Sales

Subcategory: Partner Programs

Experience: Manager and Professional

Full Time/ Part Time: Full Time

Posted Date: 2022-06-30

VMware Company Overview: 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 cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.