Dell Telco VMWare Partner Manager in Austin, Texas
VMWare Partner Manager
The telecommunications industry is going through a major transformation within its network driven by several technology shifts, including 5G, the virtualization of the network functions and advancements in OSS/BSS including utilization of AI/ML. Dell Technologies is the leader in being the essential infrastructure company in the date center, the cloud, the core and the edge and is making significant investments to drive products and services into the telco network. The Telco Business Unit is rapidly growing a global organization comprised of specialized experts dedicated to strategically and intimately partnering with Telco customer who are deeply engaged in a transformation within their network by delivering best-in-class technology and service solutions based on offerings from Dell Technologies.
Role and Responsibilities
The Telecommunications VMW Partner Manager will drive the overall relationship between the Dell Telco BU and VMW, as well as managing GTM and business development initiatives. VMW is a very important partner in driving Network Transformations including 5G. The partnership is essential to Dell Technologies providing infrastructure and SW solutions from the edge, to the data center to the cloud, and the Telco BU plays a critical role in bringing solutions to market. The role requires one to be an ambassador of the Telco BU globally, and the liaison between the many cross-functional organizations and intersections between the two companies, to align and execute on a common documented mission.
Ownership of specific partner relationships driving the DT Telco Strategy including defining the objective with the partner, solutions/initiatives and a strategic partner plan documenting what good looks like.
Growth mindset with the desire and ability to work in a rapidly expanding business unit focused on developing Dell Technologies as the leader in 5G infrastructure technology from edge to core to cloud.
Ownership of field interlock and cadence of strategic opportunities within the Telco Customers, especially the focused 20-30 accounts, and partners.
Defining engagement model for Top Telco Partners, including Workshops/agendas, innovation days, and service creation events driving to a documented plan (Strategic Partner Plan).
Ownership of interlock with Center of Competency and other field organizations, including development of campaigns.
This includes co-developing and driving strategic initiatives for the business related to GTM, sales enablement, and sales growth programs through various routes-to-market.
Ability to work cross-functionally and navigate between various Product Management, Marketing, Sales, Operations, and Alliances or partnering company’s organizations.
Leverage industry and technical knowledge and maintain relevancy of global markets, customers, and technologies to be a part of the feedback loop to Telco product management and engineering.
Develop organizational effectiveness to drive business growth by streamlining cross-functional processes globally.
Effectively communicate Dell EMC’s Telco strategy to internal and external stakeholders.
Undergraduate degree and 10+ years relevant experience or Graduate degree and 8+ years relevant experience
Experience with Telecoms, 5G, Telcom Networking, OSS/BSS and other Telco technologies/services
Knowledge of the Telco Partner Ecosystem including knowledge of specific partner types for example System Integrators, ISVs and Telco workloads, IHV and VIM Partners.
Strong business and financial acumen to focus on the economics of business development initiatives
Strong project management skills, holding cross-functional teams accountable for results
Ability to travel regionally to Dell EMC field resources, channel partners and events as needed
Ability to work cross-functionally with product management, marketing and field teams
Works effectively with functional leaders throughout the organization
Excellent communication (verbal and written) and interpersonal skills
Strong analytical skills
Demonstrated ability to develop business cases and execute business development plans.
7+ years demonstrated success in business/market development, product management or partner management.
Knowledge of Dell Technology infrastructure products and solutions including: server, storage, and networking related to IaaS, PaaS, CaaS, analytics and assurance, NFV/Telco Cloud, and emerging Edge/5G technologies
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Application closing date: 01 Feb 2021
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