Distribution Technical Lead

Description

The role supports the company Partners across all VMware divisions and routes-to-market by building their sales and technical skills and driving adoption of the company solutions.

It sits in the Geo as a regional extension of the Distribution Technical Enablement Lead and focuses on local go-to-market and enablement work, linking the Geo lead, CTO, PBMs, ADs, RMMs and Partners.

The aim is to help top Partners sell, position and implement the company solutions for their clients, which improves how end customers view their relationship with those Partners.

Responsibilities

• Turn the global Partner strategy into a local plan and carry out key programs across the Geo, with leadership on board and aligned to their priorities and KPIs.
• Deliver role-based enablement for sales, presales, implementation and support in line with program requirements and business plans.
• Lead enablement training and certification work.
• Build trusted relationships with Partner subject matter experts and give them sales and technical input that shapes the company architecture decisions.
• Share the company and industry knowledge with Partners using real-world experience, and keep your own industry certifications current.
• Know the company product functions and benefits well, especially in architected solutions.
• Help Partners build architecture skills, grow their business and improve their customer satisfaction, which raises their satisfaction with the company.
• Advise multi-brand and high-profile Partners so they create more opportunities and pipeline.
• Work with BUs, presales, services and support teams to make the Partner ecosystem self-sufficient.
• Spot chances to add solutions and value for Partners.
• Put globally standard best practices and operating frameworks into local use to improve coordination across functions in the Geo.
• Work with the global team to localize enablement content, tools and resources and deliver them in line with the Geo's needs.

Requirements

• A bachelor's degree and 12 years of work experience in a sales, enablement or Partner-facing role, preferably in a technology or matrixed organization.
• Experience running strategic plans and projects at a regional or local level.
• A solid grasp of indirect (Partner) routes-to-market and the commercial sales landscape in your Geo.
• Strong communication, presentation and relationship skills, with the ability to influence and drive execution across local cross-functional teams.
• A self-starting approach, with a record of working independently and setting priorities in a fast-moving setting.
• If you live outside the USA, add a home address to your profile for future correspondence.