Business Development Manager - Federal

VMware - Reston, VA

Posted 783 days ago
  • Experience
    Not Applicable
  • Job function
    Business Development, Sales
  • Employment type
  • Industry
    Computer & Network Security, Computer Software, Information Technology and Services
  • Employer job ID
  • Job ID

This is a preview of the Business Development Manager - Federal job at VMware. To view the full job listing, join LinkedIn - its free!Join LinkedIn - its free!

About this job

Job description

Job Description Responsible for managing all aspects of program pursuit activity in the Federal Markets, including Program Identification, Program Development and Program Capture. This individual is expected to be an executive-level subject matter expert in the Federal Markets responsible for establishing and executing a strategy for Program Capture in coordination with both the End User Federal Teams and Federal System Integrator (FSI) Alliance Managers. This is a senior-level individual contributor position with national Federal scope of responsibility.

In addition to working directly with Federal agencies, this individual is responsible for developing and advancing win-win partnerships with a core set of Alliance, Channel and FSI partners; identifying those who are important to our success, establishing executive-level relationships, formulating joint strategies, creating product alignment, fostering joint product innovation, and formulating go-to-market strategies that drive customer adoption.


- Identify, track, influence and capture major program opportunities (new and existing) that represent business opportunity for VMware solutions in the Federal Markets. Identify the major FSIs that map to these program pursuits. Lead the effort to develop a strategy to influence Customer adoption at both the End User and FSI levels.

- Establish executive-level engagement with Federal agencies and associated FSIs in the pursuit of major program opportunities and initiatives.

- Elevate VMware awareness and strategic position within key Federal Agencies.

- Strong understanding of the Customers Enterprise IT goals and requirements.

- Track, measure and report on program execution

- Represent VMware at Civilian, Intelligence, Executive, Industry and technical events.

- Assist in the acceleration of sales and Customer adoption in Federal Market place.

- Formulate VMwares teaming and bid strategy for major program pursuits.

- Message and market the value of a VMware partnership to Federal Agencies, articulating our benefits to them, building long term win-win strategies and obtaining their investment into the VMware platform.

- Plan and execute joint go-to-market activities with Alliance and Channel Partners. Working closely with VMware marketing and the Alliance/Channel teams, identify and drive a variety of joint marketing programs: awareness, demand generation, field programs, channel programs, and leverage the partners programs to drive VMware proliferation


- 10 or more years of relevant experience, including business development and solution sales with major IT providers or software companies.

- Broad Civilian & Intelligence agency experience.

- Proven ability to articulate compelling, industry focused, value propositions at executive levels

- Demonstrated success in the development and capture of large government programs

- Adept at negotiating and establishing teaming arrangements agreements

- Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships.

- Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management.

- Strong business acumen and negotiation abilities.

- Great team player. Strong drive. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities.

- Familiarity with a broad range of application and infrastructure software is desirable.

- Demonstrated ability in creating partnerships and win-win relationships

- Strategic thinking and planning skills: demonstrated effectiveness in conducting market analysis, prioritizing investments, and measuring outcomes

- Ability to work in a matrixed environment and across multiple disciplines to orchestrate desired outcomes. Must be well skilled in working with cross-functional virtual teams in remote locations.

- Ability to travel 40%

- Technical or Business undergraduate degree desired, MBA a plus.

- Must be hold current Government Security Clearance and be a US Citizen.

Location: Reston, VA, US
Requisition Number: 33623BR

About this company

VMware (NYSE: VMW) is the global leader in virtualization and cloud infrastructure, two areas that consistently rank as top priorities among CIOs.
VMware delivers award-winning, customer-proven solutions that accelerate IT by reducing complexity and enabling more flexible, agile service delivery. Our solutions help organizations of all sizes, lower costs, increase business agility and ensure freedom of choice. We are searching for people who are ready to accelerate, innovate and lead to join our team of more than 9,000 employees in 40+ locations worldwide working to develop innovative solutions that deliver the future of IT through cloud computing. Having the audacity to challenge constraints and problem-solve for tomorrow starts today, and it starts with you. Learn more at

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