Job ref no.: CT3119362-01#1655

Territory Partner Manager


Company Overview:

Virtualization is the technology that is poised to change the way we think about computing. VMware (NYSE: VMW) is the global leader in virtualization solutions from the desktop to the datacenter. Customers of all sizes rely on VMware to reduce capital and operating expenses, ensure business continuity, strengthen security and go green. With 2008 revenues of $1.9 billion, more than 150,000 customers and 22,000 partners, VMware is one of the fastest-growing public software companies. VMware's award-winning technology, market-leading position and culture of excellence provide the more than 7,000 passionate people we employ in 40 locations worldwide with a platform for professional growth and the excitement of being an early-stage innovator.

Position Overview:

VMware is seeking for Territory Manager. The person will be responsible for developing and closing business with accounts which fall outside of the enterprise named accounts within the specified territory. This is a unique opportunity to join one of the most dynamic and growing sales organizations anywhere today. VMware's growth over the past year is unparalleled in enterprise software. This position will not require significant travel out of region.


  • Be responsible for selling the company's products and services within the specified territory
  • Be responsible to drive account plan that drive VMware success into focus industry in the locations. This include named customer via identification and development of right channel partnership, customer pipeline and reference customers building
  • Manage opportunities and achieve targeted sales revenue and growth goals
  • Work towards the long term goal of making accounts standardization on VMware solutions
  • Map and maintain relationships at all levels within named accounts – CXO, IT Managers, partners and other key decision makers and influencers
  • Leverage existing relationships, coordinating and maximizing selling efficiencies by partnering with VMware's partner community, i.e OEM's, SI's, Alliance's etc
  • Implement sales strategy to drive revenue across VMware product line
  • Execute solution selling to existing customer base and new prospects
  • Provide forecasting and update account/opportunity detail in system


  • Bachelor degree or equivalent
  • Minimum 8 years’ industry background with minimum 2 years of experience in infrastructure and software/solution sales
  • Experience to develop and successfully manage named industry
  • Experience in selling infrastructure solutions or software solutions highly desirable
  • Self-starter with excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences
  • Proven ability to build relationships and effectively sell to senior executives and CxOs
  • Strong cold calling, prospecting, presentation, communication and writing skills
  • Strong time management skills and results orientation
  • Excellent interpersonal skills
  • "Whatever it takes" attitude and desire to make an impact
  • Solid understanding of a partner leveraged sales model
  • Strong sales lead experience for resource plan
  • Ability to work as part of an extended team
  • Ability to maintain high sales activity rates
  • Significant track record of accomplishment selling in software or infrastructure
  • Background in exceeding a quota
  • Ability to drive revenue growth via channels at aggressive rates
  • Ability to articulate complex technical ideas
  • Skilled in thinking strategically and tactically
  • Ability to forecast accurately

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