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Director, Federal Channels

Job ID R1904081 Date posted 03/28/2019

Job Description

VMware is seeking a highly motivated individual with a background in Federal as well as channel leadership, governance, sales execution, team building / managing and channel strategy. The role will report to the Americas Partner Organization with a strong dotted line to the VP of Federal to develop and execute a sustainable channel strategy, which delivers accretive results to VMware’s Federal business. This position will be responsible for the creation and execution of a Federal segment partner strategy, channel sales management, enablement, productivity and new market development. The individual will need to be well respected in the Federal market with a proven track record. A data / analytics approach, results driven style, strong leadership attributes and understanding of the unique qualities of a Federal channel is essential. Ability to influence and develop mutually beneficial peer relationships within VMware is also vital.


• Develop and implement a sustainable channel / distribution strategy which drives execution and predictable results in the Federal market

• Build and lead a best in class channel sales team dedicated to the Federal segment
• Own development and execution of Pursuit & Capture channel strategy

• Excel at business planning and governance with direct alignment to VMware’s Federal team
• Create and maintain executive relationships with partners aligned to VMware’s Federal strategy
• Develop route-to-market strategies for VMware’s developed Federal solutions

• Align resources for co-development of partner owned pipeline and solutions

• Introduce, develop and accelerate nascent technology growth for new VMware offerings such as virtualized networking, storage & Hybrid Cloud


• Must have direct Federal experience in sales, solution development, and channel

• Proven track record of building and managing high performance teams - highly desirable
• 8+ years of channel management / partner programs / strategy experience
• 5+ years experience in executive interfacing roles with enterprise IT technology vendors 
• Documented Federal channel success and sustained execution

• Documented Federal solution development, route-to-market plan, and execution
• Business planning, data analytics and financial acumen
• 4-year college degree or equivalent industry experience
• Minimal travel required

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