Надеюсь, это хорошая новость на фоне повсеместных hiring-freezes и некотороместных увольнений :)
Итак, мне нужны: OEM Alliance Managers, с основным фокусом на HP и IBM, но возможен и более широкий круг партнеров; Reseller Manager с фокусом на системных интеграторов (job descriptions - ниже).
Кроме того, нам в команду требуются: Account Managers с вертикальным фокусом на промышленность, финансы и энергетику и System Engineers для исполнения функций presale. Все описания скоро появятся на сайте vmware, но резюме можно присылать уже сегодня мне на aantich at gmail точка com. Пожалуйста, в сабжекте указывайте, какая позиция вас интересует.
В России за последние 2 года мы выросли в 16 раз, в мире все еще являемся самой быстрорастущей компанией производителем ПО за всю историю индустрии. Понятно, что следующий год легким не будет, но как уже неоднократно говорилось, VMware - один из немногих вендоров, который реально помогает компаниям в условиях кризиса, так что момент очень интересный.
Основная задача OEM Alliance Manager - обеспечивать рост совместного бизнеса с нашими OEM партнерами, в первую очередь, HP и IBM: планирование заказчиков, выстраивание отношений, семинары, презентации, совместные походы к заказчикам, организация и планирование technical enablement и marketing и т.п.
Reseller Manager - то же самое, но список партнеров больше.
Кроме этого, так как нас все еще немного, то постоянно появляются новые интересные проекты, которыми кому-то нужно заниматься - ISV партнеры, альянсы, system builders итд итп - и это только в партнерской организации.
Ну и конечно нам нужны лучшие люди ;)
Job Descriptions
Regional Alliance Manager, Russia
Focus: HP (для IBM все то же самое, но фокус - IBM :))
Location: Moscow, Russia
About VMware:
Virtualization is that coveted, fast-growing industry that provides the platform for professional growth and the excitement of being an early stage innovator. VMware (NYSE: VMW) is the global leader in virtualization solutions from the desktop to the data center. Customers of all sizes rely on VMware to reduce capital and operating expenses, ensure business continuity, strengthen security and go green. With 2007 revenues of $1.33 billion, more than 120,000 customers, nearly 18,000 partners, and 6,000 employees working in 36 countries, VMware is one of the fastest-growing public software companies. We are looking for talented professionals across all functions who share our passion for technology, innovation and excellence to help us enhance our virtualization solutions and increase our market-leading position. Interested? Visit www.vmware.com/jobs to learn more about us and then apply today!
Summary
This is a rare opportunity to join the clear market leader in the fast-evolving area of virtualization technology. Candidates wishing to be considered for the role of Alliance Manager, Russia must have a demonstrated ability to manage and motivate others, and have a consistent record of successful sales, business development, relationship management and/or strategic alliances development, preferably for a Top 4 server hardware vendor (OEM) or enterprise software vendor.
This is a genuine business development role encompassing; regional executive engagement, partner education, sales and pipeline development, marketing planning and support. Reporting to the Manager, Partner Organization in Russia, the successful candidate will work closely with the EMEA Alliances Director and Regional Sales Teams to deliver their objectives.
Primary Pre-Requisites
- Excellent communication skills are a critical requirement.
- Must be able to lead on the basis of both technical and interpersonal skills, and have the proven ability to forge and foster diverse relationships critical to achieving OEM revenue objectives.
- Build and manage their own OEM partner relationships as well as internal relationships (solid and dotted line) within the local territory, EMEA and VMware Corporate in the United States.
- Co-own the revenue target for the HP OEM Alliance within Russia.
- Build a detailed knowledge of the OEMs structure with key influencers and contact points. Become the point person and expert within VMware when engaging with the OEM partners.
- Evangelize VMware within HP, focusing first and foremost on the public sector but also the SMB business. Drive engagement at an executive, marketing and sales level within the region.
- Develop, in conjunction with HP, an overall business plan for delivering the target within the region. This plan will roll up to be part of the EMEA Strategic Alliances Business Plan.
- Develop and own an ongoing detailed training plan with lBM, Russia. Provide update presentations and training to sales people. Plan and organize the delivery of training of pre and post sales technical resources.
- Develop and own a sales engagement plan. Undertake bi-weekly pipeline review meetings with the OEM and proactively drive engagement between VMware and HP sales people on a project-by-project basis.
- Work with the VMware sales organization to minimize and manage conflict as it occurs between the OEM and the VMware Channel.
- Work with the VMware regional marketing teams and the EMEA Alliances Marketing Manager in conjunction with HP, Russia to plan, develop and deliver VMware participation in the OEMs demand generation marketing activities.
- Take co-ownership of the EMEA-wide initiatives with OEMs as agreed with Regional Partner Director manager and the Director EMEA Strategic Alliances.
Education & Experience
- Must have: researched VMware and be enthusiastic about our opportunity.
- Must have: 5-10 years working in the IT industry. For one of the following:-
(1) a Tier 1 Server Hardware Vendor (Dell, HP, IBM, FSC, Sun) or
(2) a distributor to a Tier 1 HW vendor or
(3) an Enterprise Software Vendor selling in to a Tier 1 HW vendor.
- Must have: worked in a Sales/Business Development, Relationship Management, Marketing or Strategic Alliances role.
- Must have: successfully carried a sales revenue target or had responsibility for a P&L.
- Must be: Fluent in English.
- Must have: Bachelor Degree
Position: Reseller Manager, Russia
Reporting to: Channel Manager, Russia
Location: Moscow, Russia
VMware
Virtualization is that coveted, fast-growing industry that provides the platform for professional growth and the excitement of being an early stage innovator. VMware (NYSE: VMW) is the global leader in virtualization solutions from the desktop to the data center. Customers of all sizes rely on VMware to reduce capital and operating expenses, ensure business continuity, strengthen security and go green. With 2007 revenues of $1.33 billion, more than 100,000 customers, nearly 18,000 partners, and 6,000 employees working in 36 countries, VMware is one of the fastest-growing public software companies.
For our location in Moscow, Russia we are looking for a
Reseller Manager, Russia
Job Summary
Directly responsible for the success of the 2-tier (Distribution and Reseller) channel within Russia. Accountable for daily sales and marketing activities with dedicated channel partners, ensuring they have the necessary and active support from VMware to be successful. The Reseller Manager is the permanent primary lead for internal VMware channel matters relating to the Channel Partners, in charge of the daily business functions including channel forecasting, and ensuring qualification levels are maintained.
Main Duties
- Forecast and deliver partner-related revenue in Russia and driving large opportunities
- Agree and drive a sales and marketing plan for the channel
- Own 6, 12 & 18 month strategic plan for channel development in region
- liaise with management to ensure it is in sync with corporate plan.
- Establish Virtualization as a key component of IT strategy that is embraced and promoted by major partners and define methods to measure this
- Manage the identification and establishment of contractual relationships with new key Resellers within region
- Map VMware channel organisation to VMware corporate organisation, ensuring free cooperation and communication
- Create direct strategic relationships with senior decision makers within our key partners and ensure they are mapped to VMware management
- Report on activities and results on a weekly basis.
The role, responsibilities and geographical focus will change and develop over time along with the company’s rapid growth.
Key Interfaces:
- Channel Manager, Russia
- Director, Partner Organisation, Eastern Europe
- Regional Sales Director
Required Skills
- Demonstrated partner-based selling skills in Enterprise Software
- Experience in managing a nationwide partner-based business
- Proven success in closing high value contract negotiations, with evidence of consistently exceeding target
- Russian, mother tongue; excellent written and verbal communication skills, English language essential
- Skills in building and leveraging Channel sales relationships
Опубликовано в категориях Бизнес
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The Long Tail.