Job Details

Senior Manager, Blockchain Go-to-market

Palo Alto, California, United States

The Sr. Manager, Blockchain Go-to-Market will lead the development of the Blockchain BUs GTM strategy and execution, working closely with the product team, and the broader VMware cross functional organizations including marketing, sales ops, alliance teams, professional services and support organizations.
The responsibilities of this role include building strategies that will drive emerging product growth and drive business in new markets leveraging our existing and emerging routes-to-market and strategic partnerships. This role will be involved in all aspects of defining the supporting sales and partner models and pipeline, as well as defining initiatives that will be critical to realizing commercial success. This individual must be very strong at working cross functionally at all levels of the organization and have a track record of creatively developing outside the status quo.
The successful candidate will be a Strategic Doer with great energy, initiative and leadership qualities that inspire collaboration and influence cross functional teams to execute and evolve the GTM strategy of the Blockchain BU.
Lead the development of the go-to-market strategy and execution for the Blockchain Business Unit based on a deep understanding of the Blockchain market, the ecosystem value chain, and routes-to-market
Develop direct sales enablement plans, sales enablement tool kits and sales compensation plans; develop partner enablement strategy and joint partner sales models with technology partners, service partners and channel partners
Understand and analyze the competition and landscape and develop the related competitive strategies and competitive intelligence materials
Develop and execute product launch plans with launch partners and customers; Understand customer use-cases and develop customer case studies
Analyze market trends and customer feedback to anticipate customer needs, and plan for addressing them through the GTM plans or provide to Product teams for inclusion in product planning
Provide thought leadership, perform business analysis and develop and validate business models to support the execution of high-impact strategic projects and initiatives
Required skills and qualifications:
10+ years of GTM function experience with demonstrated ability to develop and execute the GTM strategy in an early market. Substantial experience in multiple of the following areas: sales strategy and operations, direct sales enablement, partner enablement across technology, services and channel partners, competitive analysis
Go-to-market leader who takes initiative, and who also has the maturity to independently develop and execute plans for an evolving business and product in an early market
Strategic and analytical skills to find and use data and analysis effectively to assist in data-based decision making. Makes high quality decisions and takes decisive action.
Strong business acumen and strategic thinking skills balanced with operational execution capabilities
Results focus with experience in setting goals and assigning metrics to determine when goals are achieved.
Demonstrated ability to thrive in a fast-paced environment
BA/BS degree or equivalent; MBA preferred
Product management or product marketing experience for products with advanced technology such as Blockchain, Machine Learning, AI, Big Data is a strong plus

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