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Product Line Marketing Manager – Strategic Pricing & Packaging (Commercialization)

VMware Carbon Black

VMware Carbon Black provides transformative solutions that create a world safe from cyberattacks.

Job Description

Our Company

VMware is a global leader in cloud infrastructure and business mobility. Built on VMware’s industry-leading virtualization technology, our solutions deliver a brave new model of IT that is fluid, instant and more secure. Customers can innovate faster by rapidly developing, automatically delivering and more safely consuming any application. With Fiscal 2020 revenues of $10+ billion, VMware has more than 500,000 customers and 75,000 partners. The company is headquartered in Silicon Valley with offices throughout the world and can be found online at www.vmware.com.

At its best, VMware is a place, where we are valued for the complete people we are, where extraordinary progress is achieved for ourselves, our teams, our company, our customers, and our communities – and where even more progress is desired and expected. VMware is a powerful platform for all of who we are – individual, colleague, pioneer, citizen – a place where empowerment, accountability, and responsibility become the traits of ownership, and where each of us can own our future and achieve success through our own actions, on our terms. With 35,000+ employees and 160+ locations worldwide, we are a passionate, innovative and driven group inspired to make a difference in the industry and our communities.

The Business

The Cloud Infrastructure Business Group is responsible for delivering a unified multi-cloud experience for our customers via our broad portfolio of SaaS and Subscription services. Our portfolio includes VMware Cloud on AWS, VMware Cloud Services on Hyperscalers, VMware Cloud on Dell EMC and the VMware Cloud Partner Provider program. Our mission is to deliver VMware IaaS and services across VMware managed Clouds, Public Clouds and Edge locations serving three core constituents, our team, our customers and our ecosystem partners.

This position will be responsible for the strategic product marketing function; covering monetization strategy, packaging & pricing, business planning & GTM, for the VMware cloud services portfolio.

Job Roles and Responsibilities

  • Lead the packaging and pricing function of VMware cloud services offerings – defining the monetization strategy for a profitable and scalable business
  • Collaborate with PMM teams to communicate business related messaging, pricing & packaging, and TCO/ROI analytics of differentiating capabilities of the cloud offerings.
  • Analyze competitive intelligence, industry trends, market position, market share and growth rates to shape business strategy
  • Data driven and highly analytical approach to measure product sales, pricing, discounts and business metrics to reflect performance and plan for continuous improvements
  • Drive comprehensive market research using both primary/secondary data to support segmentation, packaging, pricing, positioning, business value decisions
  • Define market segmentation and GTM positioning for offerings across the VMware cloud services portfolio
  • Establish the differentiated product/economics model to support the positioning of an offer in the market
  • Develop overall product promotions and incentives strategy to drive growth and customer adoption
  • Foster strong relationships with multiple cross functional business units and product teams for driving solution stacks that aggregate multiple offerings
  • Engage directly with the field sales teams on enabling business value conversations with customers, strategic deal structuring and analysis and approvals framework for deal exceptions
  • Deep understanding of e2e operational workflows and ability to partner with Finance, Legal, Revenue, IT, Back-office, Sales and Operations; for driving implementation

Required Skills

  • 10+ years of experience in Information Technology, with at least 6 years of relevant work experience in packaging & pricing of cloud services.
  • Knowledge of cloud services technologies, architectures, vendors and respective value drivers that benefit enterprises
  • Ability to create customer-facing presentations, author detailed market research documents, and conduct pricing and packaging proposal reviews
  • Ability to analyze and synthesize large volume of data and deal with complex uncertain scenarios and incomplete information
  • Ability to communicate at executive level with compelling, clear, logical and data driven arguments
  • Strong presentation and interpersonal skills, comfortable delivering presentations to large audiences on an international scale.
  • Intellectual curiosity & willingness to take ownership of deliverables.
  • The person must have a strong work ethic, expressing dedication to the business and pursuit of the agreed-to business agendas.
  • BSCS degree or equivalent, MBA preferred.
  • Top tier management consulting experience in Tech sector preferred

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware 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 VMware 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. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.

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Product Line Marketing Manager – Strategic Pricing & Packaging (Commercialization)

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VMware Carbon Black

VMware Carbon Black provides transformative solutions that create a world safe from cyberattacks.

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