Business Development Manager, Federal Healthcare - Opportunity For Working Remotely Reston, VA

The Federal Healthcare Business Development (BD) Manager will be the lead for a virtual team focused on driving the adoption of VMware technology in large Federal Health agency programs with a focus on the System Integrator community. This is a senior individual contributor position that requires a blend of direct sales and business development expertise.

Responsibilities:
Drive the System Integrator adoption of VMware technologies in their program initiatives. A successful sales representative in this role will:

• 
  Understand the Federal Healthcare market – Understand the Federal Healthcare initiatives, programs and budgets that create largest opportunities for VMWare; Know and have contacts in the agency community and System Integrators supporting the fed healthcare agencies. Know the existing contracts utilized by federal healthcare agencies such as T4 Next Gen.
• Understand the VMware portfolio – Understand the VMware story, solutions and technologies; how does VMware technology support Federal Healthcare agencies.
• Build & Maintain Relationships within System Integrator Accounts – Understand the System Integrator business model and sales cycle; Build relationships with the business development and program teams within the System Integrators; Be the point of contact for VMWare for System Integrators for program business
• Drive Awareness of Fed Health FSIs into VMware and Position VMware within FSIs - elevate VMware's strategic status with key System Integrator partners, drive executive capture & technology relationships, position joint go-to-market solutions with FSIs to drive business outcomes
• Act as point for Federal Healthcare Program Sales Strategies – Engage & coordinate with VMware core Federal Healthcare reps, product specialists, solution architects and capture management to develop program specific value propositions; Identify the relevant system integrators and points of contact; Build call plans with integrator accounts; Develop program bid strategies with VMware Leadership
• Drive Adoption of VMware technology during Program Capture Phase - Execute program specific call plans; develop program focused value propositions; Arrange demonstrations and deep dives; Negotiate positions on System Integrator teams; Ensure System Integrators are getting proper proposal & technical support.
• Drive Adoption of VMware technology in existing Programs – Develop and implement “on-program” growth strategy for existing awarded programs to FSI Primes. Demonstrate how VMware technology delivers innovation and drives efficiencies of existing programs. Show how VMware solutions can minimize costs, meet schedules & service level agreements, and/or expand the contract scope
• Manage a program specific funnel of both pre-award & post award opportunities – Focus is on the largest, long term opportunities. BDM will be responsible for understanding VMWare’s value proposition in these important initiatives, building & executing campaigns to position our technology and understand the competitive field in the market. Need to develop and grow pipeline for out years.

Requirements:

• 8+ years’ experience in technical sales and BD roles with enterprise IT technology vendors
• Strong knowledge of the Federal Healthcare mandates, programs and technology drivers
• Demonstrated success in working with Federal System Integrators in a sales and business development capacity on infrastructure and program capture
• Demonstrated success in winning Multimillion-dollar large Federal Government or SLED programs
• Demonstrated success in establishing teaming agreements with multiple systems integrators
• Strong demonstrated expertise in creating, executing on, and driving solutions selling and product marketing for application and infrastructure software, especially in the context of major partnerships
• Strong demonstrated expertise and experience in working with government procurement and contracting.
• Demonstrated success in creating and negotiating corporate agreements with Major Systems integrators
• Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
• Familiarity with a broad range of application and infrastructure software is desirable
• History of demonstrated success in Software sales is strongly preferred
• Previous experience of working for a Federal Systems Integrator is a plus
• Ability to travel 20%+
• Technical or Business undergraduate degree desired, MBA a plus

Core Competencies:

• Role is an overlay position. Must be able to communicate effectively in an overlay role.
• 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

Location is DC Metro.

“This job opportunity is not eligible for employment-based immigration sponsorship by VMware.”

Category : Sales
Subcategory: Partner Programs
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-04-06

Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.

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