The (PSE) is a key role in the channel solution engineering organization. In this role, the PSE works closely with VMware partners to build long-
term relationships and strategy to help guide their customers into VMware vison journey. This role is highly visible and responsible for evangelizing VMware solutions within all levels of our partner ecosystem.
A PSE requires a high degree of technical expertise with the entire VMware portfolio and / or with competitive products to ensure VMware partners fully understand VMware’s competitive advantages.
BA / BS or 7 + years’ experience in technology related work, including roles in technical pre-sales and / or customer-facing roles.
VMware VCP / or equivalent experience
Enthusiastic, educator with a charismatic personality
A thought leader with an aptitude to simplify complex details
Strong customer-facing and relationship-building skills
Effective in working both independently and in a team setting
Strong listening and question / curiosity based selling skills
Ability to uncover business challenges and develop a custom solution to solve those challenges
Domain experience with Cloud, Security, Digital Workspace and networking are an asset
Ability to travel as necessary
Curate a list of key partners and individuals in the region who can lead technical validation of opportunities.
Lead the partners and personnel in training and GTM plans for technical acumen and outcome-based architecture designs and technical sales expertise.
Assist VMware sales teams in connecting competent partners to active opportunities, and update VMware team and / or VMStar with technical validation status of partner-
led opportunities in region.
Co-sell with partners to help drive sales and pipeline with VMware Solutions and Services. Success is measured through territory revenue through partners as well as the growth of the technical accreditations and competencies held by partners in the region.
Work closely with the Partner Business Manager (PBM) and Marketing teams to drive partner sales and exceed regional partnership revenue goals established between VMware and the partner.
Increase partner sales and delivery capacity
Work closely with the PBM on Partner Plans for regional partners.Focus for the Territory PSE is on the Technical Partner plans that impact new pipeline, sales and services around key focus areas in the current and futureVMware solutions.
Work closely with the PBM to provide Reporting and Tracking on regional partner success that may include but are not exclusive to Pipeline Created by Partners, Technical Close Rate, Partner Bookings, Deployments and Consumption
Develop and maintain for the technical side of the partner’s regional relationships with VMware and increase their pre-
sales and post-sales competency with VMware solutions
Create and drive a Monthly / Bi-Monthly Technical newsletter for regional partners
Drive internal use of VMware solutions to run partner business
Use VMware Sales tools with regional partners to drive pipeline and sales including but not exclusive to Dice and Optimization Assessments
Identifying partner trends and working with Executive, Management and Sales to capitalize on trends for the benefit of the partners and VMware
Speak at local VMware Partner and Customer events (VMUGs, Briefings, Roadshows etc.)