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Telco VMWare Partner Manager

Company: Dell
Location: Kress
Posted on: June 10, 2021

Job Description:

VMWare Partner Manager


The telecommunications industry is going through a major transformation within its network driven by several technology shifts, including 5G, the virtualization of the network functions and advancements in OSS/BSS including utilization of AI/ML. Dell Technologies is the leader in being the essential infrastructure company in the date center, the cloud, the core and the edge and is making significant investments to drive products and services into the telco network. The Telco Business Unit is rapidly growing a global organization comprised of specialized experts dedicated to strategically and intimately partnering with Telco customer who are deeply engaged in a transformation within their network by delivering best-in-class technology and service solutions based on offerings from Dell Technologies.

Role and Responsibilities

The Telecommunications VMW Partner Manager will drive the overall relationship between the Dell Telco BU and VMW, as well as managing GTM and business development initiatives. VMW is a very important partner in driving Network Transformations including 5G. The partnership is essential to Dell Technologies providing infrastructure and SW solutions from the edge, to the data center to the cloud, and the Telco BU plays a critical role in bringing solutions to market. The role requires one to be an ambassador of the Telco BU globally, and the liaison between the many cross-functional organizations and intersections between the two companies, to align and execute on a common documented mission.

  • Ownership of specific partner relationships driving the DT Telco Strategy including defining the objective with the partner, solutions/initiatives and a strategic partner plan documenting what good looks like.
  • Growth mindset with the desire and ability to work in a rapidly expanding business unit focused on developing Dell Technologies as the leader in 5G infrastructure technology from edge to core to cloud.
  • Ownership of field interlock and cadence of strategic opportunities within the Telco Customers, especially the focused 20-30 accounts, and partners.
  • Defining engagement model for Top Telco Partners, including Workshops/agendas, innovation days, and service creation events driving to a documented plan (Strategic Partner Plan).
  • Ownership of interlock with Center of Competency and other field organizations, including development of campaigns.
  • This includes co-developing and driving strategic initiatives for the business related to GTM, sales enablement, and sales growth programs through various routes-to-market.
  • Ability to work cross-functionally and navigate between various Product Management, Marketing, Sales, Operations, and Alliances or partnering companys organizations.
  • Leverage industry and technical knowledge and maintain relevancy of global markets, customers, and technologies to be a part of the feedback loop to Telco product management and engineering.
  • Develop organizational effectiveness to drive business growth by streamlining cross-functional processes globally.
  • Effectively communicate Dell EMCs Telco strategy to internal and external stakeholders.


  • Undergraduate degree and 10+ years relevant experience or Graduate degree and 8+ years relevant experience
  • Experience with Telecoms, 5G, Telcom Networking, OSS/BSS and other Telco technologies/services
  • Knowledge of the Telco Partner Ecosystem including knowledge of specific partner types for example System Integrators, ISVs and Telco workloads, IHV and VIM Partners.
  • Strong business and financial acumen to focus on the economics of business development initiatives
  • Strong project management skills, holding cross-functional teams accountable for results
  • Ability to travel regionally to Dell EMC field resources, channel partners and events as needed
  • Ability to work cross-functionally with product management, marketing and field teams
  • Works effectively with functional leaders throughout the organization
  • Excellent communication (verbal and written) and interpersonal skills
  • Strong analytical skills
  • Demonstrated ability to develop business cases and execute business development plans.

Preferred Skills

  • 7+ years demonstrated success in business/market development, product management or partner management.
  • Knowledge of Dell Technology infrastructure products and solutions including: server, storage, and networking related to IaaS, PaaS, CaaS, analytics and assurance, NFV/Telco Cloud, and emerging Edge/5G technologies

Heres our story; now tell us yours

Dell Technologies helps organizations and individuals build a brighter digital tomorrow. Our company is made up of more than 150,000 people, located in over 180 locations around the world. Were proud to be a diverse and inclusive team and have an endless passion for our mission to drive human progress.

Whats most important to us is that you are respected, feel like you can be yourself and have the opportunity to do the best work of your life - while still having a life. We offer excellent benefits, bonus programs, flexible work arrangements, a variety of career development opportunities, employee resource groups, and much more.

We started with computers, but we didnt stop there. We are helping customers move into the future with multi-cloud, AI and machine learning through the most innovative technology and services portfolio for the data era. Join us and become a part of whats next in technology, starting today.

You can also learn more about us by reading our latest Diversity and Inclusion Report and our plan to make the world a better place by 2030 here.

Application closing date: 01 Feb 2021

Dell 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 Dell 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. Dell will not tolerate discrimination or harassment based on any of these characteristics. Dell encourages applicants of all ages. Read the full Equal Employment Opportunity Policy here.


Keywords: Dell, Lubbock , Telco VMWare Partner Manager, Other , Kress, Texas

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