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Partner Business Development Manager – Software Defined Storage

Posting Title

Partner Business Development Manager – Software Defined Storage

Job Description

Software-Defined-Storage is a key component of VMware’s Software Defined Data Center strategy. SDS enables customers to achieve the agility, flexibility, and cost savings required for modern datacenters.
The Software-Defined-Storage (SDS) Partner Development Manager is responsible for building a SDS business with VMware’s Channel Partners. You need to be a technical domain expert in storage, who can plan & execute sales campaigns through our channel. Given the technical nature of our SDS software, you will have to be a technical expert, comfortable working with Solutions Engineers, Systems Administrators, Storage Engineers, as well as channel sales representatives. You need to teach channel personnel to sell our SDS software, accelerate the sales cycle, overcome obstacles, answer technical objections, and be the technical expert in the room. You will need to whiteboard, demo, present technical material, qualify, and be able to engage senior IT personnel in discussing storage and virtualization technologies. You must have experience with storage, virtualization, and enterprise IT. Simultaneously, you must be sales savvy: plan & execute sales campaigns, drive bookings, and manage a quota.

The Partner BDM will work both with the SDS sales specialist and in coordination with VMware’s core sales team + VMware’s partner network.


• Develop a business plan to drive sales through a select group of channel partners

• Be responsible for achieving sales targets through partners, on a quarterly basis

• Plan and execute sales campaigns through channel partners

• Train & enable our partners to sell VMware SDS software

• Help partners to respond to functional and technical elements of RFIs/RFPs

• Design, articulate, white board, and present technical information to technical individuals

• Work closely with sales representatives on developing opportunities and closing deals

• Must communicate well, both oral and written communication

• Be an effective presenter & teacher, who can pitch & demonstrate VMware SDS software to channel personnel as well as end customers

• Participate in the development, presentation, and sales of our SDS value proposition

Experience Required:

• Ideal candidate must be self-motivated with a proven track record in software sales.

• Must possess strong presentation skills, sales skills, and be a polished communicator who can train others.

• Must have experience working with technology channel partners, distributors as well as end users.

• Must be able to devise a business plan, organize channel sales campaigns, marketing campaigns and sales initiatives, all focused on the end goal of driving quarterly sales targets

• Must have expertise in SAN systems, storage arrays, VMware technologies, and technical storage industry knowledge

• Must have an understanding of different storage technologies and vendors, and be able to position amongst them

• Proven experience selling storage hardware and software

• Must be comfortable working in a large, matrixed sales organizations


• BA/BS degree or higher

Advertised Location

Unterschleissheim, Germany

About Us

VMware is the leader in cloud infrastructure, business mobility and virtualization software. A pioneer in the use of virtualization and policy-driven automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

With 2014 revenues of $6.04 billion, VMware has more than 500,000 customers, 75,000 partners, and 18,000+ employees in 120+ locations around the world. At the core of what we do are our employees who deeply value execution, passion, integrity, customers, and community. Want to be part of a compassionate community that thrives on architecting what's next in IT? Learn more at

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