Partner Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the annual and quarterly go-to-market strategy for the VMware by Broadcom partnership, aiming to increase revenue from approximately $700M to over $1B annually.

• Cultivate and sustain relationships with Broadcom sales, program, partner, regional, and other essential stakeholders.

• Identify whitespace and strategic revenue opportunities within the VMware by Broadcom portfolio.

• Formulate business cases, launch plans, and cross-functional execution models for ANS, including Avi and vDefend, along with other priority business lines.

• Propel scalable international growth, focusing mainly on Europe, by collaborating with in-country alliance resources and AHEAD business units.

• Collaborate with sales on the most significant and strategic opportunities each quarter.

• Shape the account and opportunity strategy, engage Broadcom and AHEAD resources, eliminate barriers, and drive decisions towards closure.

• Facilitate collaboration across sales, solution practices, technical leadership, marketing, services, operations, procurement, finance, and regional teams.

• Define ownership, milestones, decision paths, and communication schedules for joint initiatives.

• Prepare and present quarterly updates to AHEAD executive leadership and Broadcom stakeholders.

• Report on performance against the plan, pipeline and revenue trends, progress on new lines of business, strategic deals, risks, decisions required, and priorities for the next quarter.

• Serve as the primary coordinator for partnership requests and issues, prioritizing and escalating as necessary.

• Monitor revenue, pipeline, margin, rebates, incentives, certifications, enablement, and other partnership KPIs.

• Utilize data to pinpoint gaps, areas of focus, and growth opportunities; collaborate with operations and procurement to enhance deal economics.

• Develop enablement programs for sellers, architects, and delivery teams across national, regional, and international markets.

• Generate GTM content, partner messaging, success stories, playbooks, and updates.

• Work with marketing to effectively utilize MDF and other programs.

⛳️ Requirements

• 5-10 years of experience in partner management, strategic alliances, channel sales, business development, or enterprise technology GTM leadership.

• Familiarity with VMware/Broadcom, enterprise infrastructure, cloud, networking, security, or related technology ecosystems; knowledge of Avi, vDefend, ANS, or similar solutions is highly preferred.

• Demonstrated ability to create and implement revenue-growth strategies, establish new lines of business, and translate partner strategy into field adoption and measurable results.

• Strong executive presence and communication skills, capable of delivering clear, data-driven updates to ELT and senior external partner stakeholders.

• Exceptional skills in cross-functional collaboration and the ability to align teams with varying priorities, operating models, and levels of technical or commercial expertise.

• Capacity to support strategic deals, manage competing priorities, make informed trade-offs, and discern between issues that need direct ownership and those that require escalation.

• Global perspective and experience supporting multi-country sales or partner initiatives; experience working in Europe and with in-country resources is preferred.

• Strong analytical and financial skills, including pipeline, revenue, margin, rebates, incentives, forecasting, and performance reporting.

• Excellent project and program management abilities, including establishing operating rhythms, defining milestones, tracking dependencies, and ensuring accountability.

• Experience at or with VMware by Broadcom.

• Bachelor’s degree in Business, Marketing, Technology, or a related field is preferred; equivalent experience will be considered.

• Strong written and verbal communication skills.

• Ability to perform essential job functions safely and effectively while meeting productivity and quality standards.

• Regular and reliable attendance.

• Ability to travel safely to and from an office and/or client work location, as required.

• Ability to work at customer sites or in data center environments.

• Capability to stand, walk, bend, and lift or move equipment weighing up to 50 pounds.

• Ability to operate in varying temperatures and environments with noise, bright lighting, and changing airflow.

• Manual dexterity and effective communication skills.

• Willingness to travel 4-5 times annually.

🏝️ Benefits

• Medical, Dental, and Vision Insurance.

• 401(k).

• Paid company holidays.

• Paid time off.

• Paid parental and caregiver leave.

• Cross-department training and development.

• Employer-sponsored certifications and credentials for ongoing learning.

• Diversity and inclusion initiatives through internal groups such as Moving Women AHEAD and RISE AHEAD.