Strategic Alliance Manager



Job Description

Function Description

The Solution Sales is aligned to the sales organization and is responsible for managing and growing our partner ecosystem. The Alliance Manager shares responsibility in driving revenue goals within the territory. VMware has many types of partners: OEMs, VARs, Distributors, National Resellers, and Technology Partners etc. The Alliance Manager works to map VMware’s sales executives to the partner’s accounts in order to accelerate and drive the sales process. The Alliance Manager will work with the assigned partner to enable the partner by facilitating and providing training, developing joint go to market strategies and creating marketing plans and events.

Job Description

The Alliance Manager is to effectively assist VMware in its overall objective of increasing both revenue and product penetration within the VMware Channel/Partner community in Japan. This role, in keeping with all VMware sales roles, is for an individual with high energy, high ambition and an overwhelming desire to succeed


  • Business Development
  • Overall management of Japan Channel with a core focus on the key Managed partners
  • Developing trusted’ relationships with partners based on strong business metrics
  • Understand each Managed Partner's business strategies, motivation and identify VMware’s unique proposition 
  • for each Managed Partner
  • Encourage early sales engagement between Managed Partner and VMware sales teams to maximize leverage. Key is to engage the VMware non-named, commercial and enterprise sales teams and be seen as an essential part of all these sales teams
  • Leveraging partners to identify and drive new product and solutions opportunities
  • Organize regular joint business development activities
  • Relationship Development
  • Develop, manage and measure partner performance through detailed business planning and regular reviews against the plan
  • Amplify VMware’s value propositions to the market through partner activity and behavior
  • Develop and customize tactical sales programs and promotions leveraging each partners unique value
  • propositions.
  • Ensure that all partners are kept fully informed on all relevant VMware initiatives, activities and product and solution developments through regular updates
  • Work with VMware partner SE to provide partner SE’s with "Features/Benefits" training on VMware products
  • and services and ensure each Managed Partner complies with VMware's certification requirements
  • Manage channel conflict in the most efficient and effective manner
  • Business Management
  • Meet assigned financial targets
  • Provide accurate weekly forecast sales potential between VMware and Managed Partners
  • Encourage partners to provide continuous improvement in the way they service VMware customers through improved levels of service
  • Develop local success stories with partners and their successful customer engagements


  • Approximately 5+ years of experience in related software industry and Channel sales Experience preferred
  • Must have experience in selling in or around ‘platform’ sales with a solution sales focus
  • Proven track record of quota over-achievement in a highly competitive environment
  • Consistent performance in top 10% of peer group
  • Ability to lead teams and projects through influence rather than direction
  • Strong problem solving skills
  • Strong self-starter with a proven track record of accomplishment
  • The ability to work effectively in a team setting and manage multiple large opportunities is critical
  • BA/BS or equivalent required
  • Native level Japanese language skill

Standard English communication skill in reading and writing

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. ​

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Confirmed 3 hours ago. Posted 30+ days ago.

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