VMware EUC Strategic Partners, Development Manager in Brisbane, Australia

The EUC Strategic Partners, Development Manager works closely with key VMware Partners to help support and develop self-sufficient End User Computing practises, within the partner community. They are the Partner’s primary liaison into the ANZ VMware End User Computing business and are accountable for the development of partner’s EUC practise, sales capabilities and EUC pipeline. This role supports our key Partner’s with identification and development of key opportunities, to drive large complex deals, as well as provide thought leadership on go to market and solution development around VMware EUC technologies. In addition, the EUC Strategic Partner Development Manager works closely with the VMware Partner organisation to provide End User Computing expertise and thought leadership dovetailing into wider VMware Partner Organisation engagements.

Key Responsibilities & Accountabilities:

  • Support and manage market penetration, and enablement of VMware EUC solutions through key VMware partners

  • Facilitate and lead EUC strategy and planning workshops in order to drive thought leadership and awareness in key Partners and their customers

  • Perform sales activities with partners to support their customers and prospect engagements; functions include customer and partner presentations to technical and senior audiences and technology demonstrations

  • Act as the subject matter expert on EUC products and capabilities

  • Provide thought leadership, and solution guidance for complex EUC deal pursuit

  • Represent the needs of customers and partner into the EUC business via feedback and active industry participation

  • Develop presentation content for the EUC Solution set to deliver for internal, partners and customers in order to drive awareness and education in the market place

  • Drive EUC business with key Partners, building and developing their EUC practices, as well as sales and technical capabilities, in conjunction with the wider VMware Partner team

  • Have competitive insights of the market and drive sales strategies to counter and gain market share in sell through motions with key VMware partners

  • Establish solid working relationships with VMware strategic account teams, sales leadership, professional services, product management and executive staff

  • Coordinate engagements across the wider VMware EUC teams and other VMware sales and delivery functions to achieve key EUC strategic goals and successful opportunity pursuits

  • Work with marketing and field sales teams to execute against go to market strategies for EUC in ANZ with key VMware Partners

  • Establish solid working relationships with VMware EUC strategic partners, strategic account teams, sales leadership, professional services, product management and executive staff

  • Assist in ROI and TCO analysis as well as develop high quality business cases

  • Utilise Value Selling sales methodology including VMware sales tools and processes as amended from time to time, to communicate, report, track and manage key EUC Partner sales pipeline

  • Identify training and enablement requirements and activities for key Partners around EUC products and services

Previous Experience & Capabilities:

  • Significant experience in technology related sales or pre-sales, in roles such as Sales Engineer, Pre-sales Consultant or Sales Specialist in EUC related technologies

  • Experience in managing and supporting large EUC transformation, Desktop Operating System upgrades, Mobile Rollouts, or Virtual Desktop deployment projects would be desirable

  • Ability to work in both a channel focused and direct sales environments

  • Ability to maintain high sales activity rates and manage multiple opportunities simultaneously

  • Proven ability to over achieve targets in a competitive territory

  • Strong experience in leading a multi-functional team in engagements

  • Previous experience in a high sales cadence and customer centric environments

  • Record of building strong customer or partner relationships

  • Ability to communicate complex topics to an audience with various functional knowledge

  • Technical and Business writing skills (whitepapers, proposals, competitive responses)

  • Business Skills (ROI, TCO, Budget Planning, Organizational Design)

  • Presentation skills including public speaking, meeting facilitation and white boarding

  • Project Management experience would also be desirable

  • Strong understanding of VMware EUC and SDDC technologies, alternative EUC solutions, and the benefits that can be realized through the application of VMware EUC solutions to customer environments

Role Specific Technical Skills:

  • Strong knowledge around desktop products and solutions preferably including; VMware View/ Horizon/ ThinApp, Citrix XenApp/ XenDesktop, Microsoft SCCM, Symantec – Altiris, Novell Zen Works

  • Strong knowledge around mobile products and solutions preferably; Air-Watch, MobileIron, XenMobile

  • Possess a strong understanding with enterprise topologies; including virtualisation, networking and storage systems

  • Have the ability to grasp and present virtualisation/ cloud and associated technologies quickly

  • Be well versed in existing technologies and related business challenges around traditional desktop management, server based computing, hosted virtual desktop, application virtualisation, and enterprise mobility management

  • Have a clear understanding of emerging market trends around Mobility/ BYOD/ Sustainability/ DaaS/ SaaS/ MDM/ EMM/ MAM

  • The candidate should be an accomplished presenter of sales and technical materials to both small and large groups.


  • Bachelors degree education in Technology and/ or Business desirable

Personal Attributes & Competencies:

  • Have excellent communication skills, both written and oral

  • Great relationship building skills, tenacity, resilience and inter-personal skills

  • Strong knowledge of consultative sales that gets results

  • High energy and self-motivated

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.