VMware Strategic Alliances Marketing Manager in Palo Alto, California

Business Summary:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and 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. Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

Job Role and Responsibility:

Job Description:

Plan, direct, and coordinate product marketing policies and programs for software products and solutions in cloud environments. Work autonomously in an area of specialization to develop analyses of market size, potential and customer buying behavior, drive adoption of the business intelligence system supporting product teams, analyze business performance using a variety of econometric techniques, and establish financial targets for infrastructure products. Work on complex issues requiring advanced analysis of variable factors. Define target markets for solutions from VMware and partners and develop customer segmentations based on firm-o-graphics (company size, industry, geography) and demographics (system administrator, Windows user, Linux user). Determine packaging and pricing to optimize revenue generation in each target market segment. Define overall marketing strategy for assigned products and joint go to market with partners. Maintain and extend Return on Investment/Total Cost of Ownership (ROI/TCO) logic to quantify the value of VMware technology, work with development teams to translate ROI/TCO logic into web applications, and drive adoption and training on ROI/TCO methodology and tool usage. Develop appropriate positioning and messaging for different level audiences (end user, IT Manager, CXO) and for different target segments. Perform competitive analysis, define and communicate key VMware advantages, and create the whole spectrum of sales tools and collateral (PowerPoint presentations, datasheets, white papers, customer case studies, demos, and training materials) to communicate the value proposition of VMware products and solutions. Develop the sales channel and partner strategy for assigned products and solutions, analyze the sales cycle and channel mix for specific products and solutions, and formulate ideas and approaches to optimize the selling process. Utilize professional concepts to resolve complex issues in creative and effective ways. Exercise independent judgment in selecting methods, techniques and evaluation criteria for obtaining results. In connection with the above duties, utilize knowledge and/or skills of performing customer requirements analysis and definition; understanding solutions to complex networking, mobility, cloud and data center architecture problems; analyzing market trends, identifying customer problems in the data center, cloud, networking and mobility domains, and preparing responsive value propositions; preparing Total Cost of Ownership (TCO) and Return on Investment (ROI) analysis for technology solutions; preparing design documents, customer proposals, business solutions presentations, sales enablement content, and statements of work in a technology organization.

Multiple openings. Qualified applicants apply online here.

Required Skills:

  • Performing customer requirements analysis and definition

  • Understanding solutions to complex networking, mobility, cloud and data center architecture problems

  • Analyzing market trends, identifying customer problems in the data center, cloud, networking and mobility domains, and preparing responsive value propositions

  • Preparing Total Cost of Ownership (TCO) and Return on Investment (ROI) analysis for technology solutions

  • Preparing design documents, customer proposals, business solutions presentations, sales enablement content, and statements of work in a technology organization

Preferred Skills:

NA

VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.