Manager, Partner Program and Operations
## Tokyo, Japan
Job Description
The Partner Program Manager requires a leader who is capable of being the liaison between the Japan Sales team and the Channel Programs team\. Specifically, the role will participate in Japan’s quarterly business reviews \(QBRs\) and Partner Advisory Councils as well as run Field Sales level feedback committees where you will determine the root cause channel issues that can be resolved through new programs or changes to existing programs\. Examples of sales issues include increased channel conflict, inability for partner to up\-sell new products or too much reliance on re\-active vs\. proactive sales tactic by the channel\. Once the problem is determined this role requires a well rounded individual who can work with the Programs team to determine what are the programmatic solution options and recommendations and to get input and buy\-in from Sales on the possible remedies\. A strong ability to drive, collaborate, problem solve and manage a wide range of projects initiatives is a must\.
In addition, ｔhe Partner Program Manager will be responsible for rolling out new programs into the region and will participate in creating the communication plan and training plan to increase the speed of uptake when a new or improved program is rolled out\. Success is achieved when the Japan Sales team considers that all channel programs are developed and being maximized to enable the channel to reach their yearly revenue target\. The Partner Program Manager will have a high amount of exposure both to Sales Executives as well as to the other group executives and is considered a strategic role within VMware\.
Responsibilities:
Create with Japan Sales and Channel Leadership strategies for addressing channel conflict, channel profitability, market coverage by customer type and ease of doing business with VMware for partners
Develop and strengthen working relationships and trusted advisor status with executives in the various parts of VMware including Sales, Marketing, Pricing Committee, Operation, Legal, Finance, and Product Management
Execute VMware’s channel strategy including Distributors, VARs, System Integrators and Corporate Resellers and be held accountable for increasing the utilization rate of channel programs in Japan
Create and run Sales committees where program concepts and ideas can be vetted for feedback and input both internal at Sales Management meeting and external at Partner Council meeting
Recommend effective communication tactics to the Channel Communications and Channel Marketing team for launch of new or enhanced programs to thousands of partners
Be able to behave in a consultative manner to the Sales force and partners helping them to determine and define root causality to particular problems
Participate in the Japan Quarterly Business Reviews and help identify core channel issues and put together next step recommendations for how to address uncovered issues
Understand and learn about other vendors channel programs/best practices and understand how VMware compares
Learn the details of existing VMware programs including how a partner joins VMware, how they are promoted to the next level, VMware’s discounting programs and how VMware’s Advantage\+ incentive program motivates certain Sales behaviors
Requirements：
Understand and have the ability to articulate channel segmentation and the value they bring to the sales process including; VARs, Distributors, Corporate Resellers & SI
1０\+ years of relevant industry experience with 2\-4 years managing channel partners previously, preferably for a technology company
Understanding of the unique business practices in Japan including partner economics, local taxes, and learning methodology
Demonstration of past success in a business consultative style role is highly valued
Works well in a matrix environment with both Sales and non\-sales departments
Must have the ability to work effectively in a fast\-changing, fast\-paced and demanding environment
Strong negotiation skills in getting buy\-in from multiple stake\-holders to agree on a solution or concept
Any previous experience in qualitative or quantitative research or statistics is a strong plus
BA/BS degree required with academic excellence, preferably in either Marketing, Business, Economics, Communications or Philosophy
77835BR
### Why work for our Division:
### Why work with our Group:
### Advertised Location:
Tokyo, Japan
### About Us:
VMware is a global leader in cloud infrastructure and business mobility\. Built on VMware's industry\-leading virtualization technology, our solutions deliver a new model of IT that is fluid, instant and more secure\. Customers can innovate faster by rapidly developing, automatically delivering and more safely consuming any application\.
With 2015 revenues of $6\.6 billion, VMware has more than 500,000 customers, more than 75,000 partners, and 19,000\+ employees in 120\+ locations around the world\. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community\. Do you dare to do the stuff you've always dreamed about? Dare to explore at careers\.vmware\.com\.
### EEO Statement:
### Requisition Number:
77835BR