Partner Manager, VMware by Broadcom

Job description

AHEAD builds platforms for digital business. By weaving together advances in cloud infrastructure, automation and analytics, and software delivery, we help enterprises deliver on the promise of digital transformation. At AHEAD, we prioritize creating a culture of belonging, where all perspectives and voices are represented, valued, respected, and heard. We create spaces to empower everyone to speak up, make change, and drive the culture at AHEAD. We are an equal opportunity employer, and do not discriminate based on an individual's race, national origin, color, gender, gender identity, gender expression, sexual orientation, religion, age, disability, marital status, or any other protected characteristic under applicable law, whether actual or perceived. ***We embrace all candidates that will contribute to the diversification and enrichment of ideas and perspectives at AHEAD.*** AHEAD is seeking a strategic, results-oriented Partner Manager to own the day-to-day go-to-market (GTM) strategy and execution for AHEAD’s VMware by Broadcom partnership. This, US-based, role will be accountable for helping grow annual partnership revenue from approximately $700M to $1B+ by translating joint strategy into measurable field execution, expanding relationships across Broadcom, and aligning AHEAD’s sales, technical, marketing, delivery, operations, and international teams around shared priorities. The Partner Manager will serve as the primary operating lead for the partnership, identifying and developing strategic revenue opportunities, driving additional lines of business (i.e. ANS, VKS etc.), and building the enablement and sales motions required to increase adoption of VMware by Broadcom offerings. The role will support the largest and most important deals each quarter, provide clear prioritization and escalation, and communicate progress, risks, and results to both internal executive leadership and Broadcom stakeholders. ### Duties and Responsibilities **• Partnership Strategy & Revenue Growth:**Own the annual and quarterly GTM strategy for the VMware by Broadcom partnership, with clear plans, operating rhythms, and measurable actions to support growth from approximately $700M to $1B+ in annual revenue. **• Broadcom Relationship Leadership:**Build and maintain trusted relationships with Broadcom sales leadership, program and partner leadership, regional stakeholders, and other key influencers. Represent AHEAD’s priorities clearly and ensure joint plans, commitments, and follow-through remain aligned. **• New Lines of Business Development:**Identify whitespace and strategic revenue opportunities across the VMware by Broadcom portfolio. Develop business cases, launch plans, and cross-functional execution models to enable and sell more ANS (including Avi and vDefend) and other priority lines of business. **• Global & Multi-Country Expansion:**Drive a scalable approach to international growth, with primary focus on Europe. Coordinate with in-country alliance resources and AHEAD business units to adapt GTM plans, enable local execution, and support multi-country expansion. **• Strategic Deal Support:**Partner with sales on the largest and most strategic opportunities each quarter. Help shape account and opportunity strategy, engage the right Broadcom and AHEAD resources, remove obstacles, and ensure decisions and next steps are driven to closure. **• Internal Alignment & Cross-Functional Execution:**Create strong collaboration across sales, solution practices, technical leadership, marketing, services, operations, procurement, finance, and regional teams. Establish clear owners, milestones, decision paths, and communication cadences for joint initiatives. **• Executive Reporting & Communications:**Prepare and deliver concise quarterly updates for AHEAD executive leadership (ELT) and Broadcom stakeholders, including performance against plan, pipeline and revenue trends, new-line-of-business progress, strategic deals, risks, decisions needed, and next-quarter priorities. **• Prioritization, Escalation & Ownership:**Act as the central point of coordination for partnership asks and issues. Prioritize work based on revenue impact, strategic importance, urgency, and available resources; know when to escalate; and personally own the follow-through required to drive results. **• Performance Management & Deal Economics:**Track revenue, pipeline, margin, rebates, incentives, certifications, enablement, and other partnership KPIs. Use data to identify gaps, focus areas, and growth opportunities, and collaborate with operations and procurement to maintain reporting hygiene and optimize deal economics. **• Sales Enablement, Content & Marketing:**Develop and coordinate enablement for AHEAD sellers, architects, and delivery teams across national, regional, and international markets. Create practical GTM content, partner messaging, success stories, playbooks, and updates; coordinate with marketing to use MDF and other programs effectively. ### Education and Experience 5-10 years experience in partner management, strategic alliances, channel sales, business development, or enterprise technology GTM leadership. **•**Experience working with VMware/Broadcom (preferred), enterprise infrastructure, cloud, networking, security, or related technology ecosystems; familiarity with Avi, vDefend, ANS, or adjacent solutions is strongly preferred. **•**Proven ability to build and execute revenue-growth strategies, develop new lines of business, and convert partner strategy into field adoption and measurable results. **•**Strong executive presence and communication skills, with the ability to present clear, data-driven updates to ELT and senior external partner stakeholders. **•**Exceptional cross-functional collaboration skills and the ability to align teams with different priorities, operating models, and levels of technical or commercial expertise. **•**Ability to support strategic deals, manage competing priorities, make sound tradeoffs, and distinguish between issues to own directly and issues that require escalation. **•**Global mindset and experience supporting multi-country sales or partner motions; experience working across Europe and with in-country resources is preferred. **•**Strong analytical and financial acumen, including comfort with pipeline, revenue, margin, rebates, incentives, forecasting, and performance reporting. **•**Excellent project and program management skills, including the ability to establish operating cadences, define milestones, track dependencies, and drive accountability. **•**Bachelor’s degree in Business, Marketing, Technology, or a related field preferred; equivalent experience will be considered. ### Knowledge, Skills, Abilities - Experience at or with VMware by Broadcom - Strong communication skills, both written, and verbal - Self-aware and ability to reflect and adjust/pivot when needed ### Physical abilities The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions, in accordance with the Americans with Disabilities Act (ADA), the Family Medical Leave Act (FMLA), and other applicable federal, state, and local laws. - **Performance of Essential Functions:** Ability to safely and effectively perform all essential job functions listed herein while meeting established productivity and quality standards. - **Attendance:** Ability to maintain regular and predictable attendance, consistent with ADA, FMLA, and other applicable requirements. Includes ability to safely and reliability travel to and from an office and/or client work site, as required. - **Work Environment:** Ability to perform job duties at customer sites or in data center environments which may include: - Standing, walking, bending, and lifting or moving equipment weight up to fifty (50) pounds. - Working in areas with fluctuating temperatures, including warm and cold environments, both indoors and outdoors. - Exposure to production environments that may include higher noise levels, bright lighting, and varying airflow. - **Manual Dexterity:** Ability to use hands and fingers to handle, feel, or operate objects, tools, or controls, and reach with hands and arms, as needed. - **Communication Skills:** Ability to hear, listen, and communicate clearly while performing job duties. | | | | | | | | --- | --- | --- | --- | --- | --- | | **Physical Requirements Frequency** | | | | | | | | **Never** | **Occasionally** .25 – 2.5hrs Daily | **Frequently** 2.5 - 5.5hrs Daily | **Continuously** 5.5 - 8.0hrs Daily | | | **Sit** | ☐ |