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5 months ago
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Head of VMware Cloud on AWS, EMEA-Public Sector


Amazon
Location: London
Job type: Permanent
Category: Public Sector Jobs
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DESCRIPTION

VMware and Amazon Web Services announced a strategic partnership that brings two leaders in Enterprise IT together to deliver a vSphere-based managed service running on AWS. This service makes it easier for VMware customers to run any application, using a set of familiar software and tools, in a secure hybrid cloud environment.

AWS is seeking an experienced Technical Business Development Manager to develop and execute a go to market strategy for VMware Cloud on AWS. The Technical Business Development Manager will collaborate with senior leaders from VMWare, AWS, and our collective partner bases to support and accelerate the VMWare Cloud on AWS sales motion. The person in this role will be responsible for developing and managing a sales pipeline of high value accounts while executing sales strategies to secure deals that will exceed account acquisition and revenue goals.

This individual will be responsible for identifying and building relationships with key influencers and decision-makers within the executive teams of our targeted accounts (a focus on enterprise accounts). In addition, collaborate with internal stakeholders and cross-functional teams to create and present compelling partner sales strategies that meet and exceed customer requirements. Travel is likely.

Key Roles and Responsibilities
· Accountable for exceeding account acquisition and sales quota within assigned region
· Driving revenue and growing market share in defined territory
· Develop an enterprise account solution strategy at all levels – business units to C-suite
· Develop and execute against a comprehensive account/territory plan
· Accelerate customer adoption of VMware Cloud on AWS
· Identification and prioritization of opportunities in the field. Developing and driving strategies to win opportunities
· Building and maintaining a business plan and GAP plan for the region.
· Being the trusted sales leader for VMware Cloud on AWS opportunities
· Working with AWS/VMware sales, pre-sales to drive alignment and knowledge of each Cloud solution and technologies to facilitate broad sales growth in assigned region
· Identification and prioritization of opportunities in the field. Developing and driving strategies to win opportunities
· Recruit and develop strategic alliance partners
· Effective pipeline creation, management and forecasting, and owning updates on progress to leadership
· Provide guidance and support to the creation of a VMC marketing plan

BASIC QUALIFICATIONS

· Substantial experience with progressive responsibility in business development, strategic partnerships, alliances or solution sales
· Proven experience in leading and influencing cross-functional teams with value-led propositions
· Demonstrable experience working with cloud economics: TCO and commercial models, their cost structure and value drivers; make‑buy analysis
· Extensive experience working with key technologies and trends in the cloud domain: containerization, hybrid cloud operating models, VMWare, AWS etc.

PREFERRED QUALIFICATIONS

· A well-documented, solid and successful sales career having generated results from a subject matter specialist or business development roles
· Excellent communication, interpersonal, presentation, and demonstrated analytical skills
· Relevant real‑life experience with hybrid cloud solutions (workload-defined private and public clouds)
· Superior presentation/communication skills: purposeful structure, crisp content (less is more), actionable delivery
· Ability to maintain good rapport and demonstrate leadership and teamwork in cross-functional teams.
· Relevant real‑life experience with hybrid cloud solutions (workload-defined private and public clouds)
· Expertise on the methods to build and optimize applications into a highly available cloud platform
· Meets/exceeds Amazon’s leadership principles requirements for this role
· Meets/exceeds Amazon’s functional/technical depth and complexity

Amazon is an Equal Opportunity-Affirmative Action Employer – Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation.
DESCRIPTION

VMware and Amazon Web Services announced a strategic partnership that brings two leaders in Enterprise IT together to deliver a vSphere-based managed service running on AWS. This service makes it easier for VMware customers to run any application, using a set of familiar software and tools, in a secure hybrid cloud environment.

AWS is seeking an experienced Technical Business Development Manager to develop and execute a go to market strategy for VMware Cloud on AWS. The Technical Business Development Manager will collaborate with senior leaders from VMWare, AWS, and our collective partner bases to support and accelerate the VMWare Cloud on AWS sales motion. The person in this role will be responsible for developing and managing a sales pipeline of high value accounts while executing sales strategies to secure deals that will exceed account acquisition and revenue goals.

This individual will be responsible for identifying and building relationships with key influencers and decision-makers within the executive teams of our targeted accounts (a focus on enterprise accounts). In addition, collaborate with internal stakeholders and cross-functional teams to create and present compelling partner sales strategies that meet and exceed customer requirements. Travel is likely.

Key Roles and Responsibilities
· Accountable for exceeding account acquisition and sales quota within assigned region
· Driving revenue and growing market share in defined territory
· Develop an enterprise account solution strategy at all levels – business units to C-suite
· Develop and execute against a comprehensive account/territory plan
· Accelerate customer adoption of VMware Cloud on AWS
· Identification and prioritization of opportunities in the field. Developing and driving strategies to win opportunities
· Building and maintaining a business plan and GAP plan for the region.
· Being the trusted sales leader for VMware Cloud on AWS opportunities
· Working with AWS/VMware sales, pre-sales to drive alignment and knowledge of each Cloud solution and technologies to facilitate broad sales growth in assigned region
· Identification and prioritization of opportunities in the field. Developing and driving strategies to win opportunities
· Recruit and develop strategic alliance partners
· Effective pipeline creation, management and forecasting, and owning updates on progress to leadership
· Provide guidance and support to the creation of a VMC marketing plan

BASIC QUALIFICATIONS

· Substantial experience with progressive responsibility in business development, strategic partnerships, alliances or solution sales
· Proven experience in leading and influencing cross-functional teams with value-led propositions
· Demonstrable experience working with cloud economics: TCO and commercial models, their cost structure and value drivers; make‑buy analysis
· Extensive experience working with key technologies and trends in the cloud domain: containerization, hybrid cloud operating models, VMWare, AWS etc.

PREFERRED QUALIFICATIONS

· A well-documented, solid and successful sales career having generated results from a subject matter specialist or business development roles
· Excellent communication, interpersonal, presentation, and demonstrated analytical skills
· Relevant real‑life experience with hybrid cloud solutions (workload-defined private and public clouds)
· Superior presentation/communication skills: purposeful structure, crisp content (less is more), actionable delivery
· Ability to maintain good rapport and demonstrate leadership and teamwork in cross-functional teams.
· Relevant real‑life experience with hybrid cloud solutions (workload-defined private and public clouds)
· Expertise on the methods to build and optimize applications into a highly available cloud platform
· Meets/exceeds Amazon’s leadership principles requirements for this role
· Meets/exceeds Amazon’s functional/technical depth and complexity

Amazon is an Equal Opportunity-Affirmative Action Employer – Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation.
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