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Business Development Manager, VMware Cloud Provider Program

Tempe, AZ, US AZ, US

Requisition Number: 83401 

The focus for the Partner Business Development Manager (PBDM) – Service Provider is the channel of service and managed service providers (MSP’s), Cloud Providers, independent software vendors (ISV), and other IT-as-a-service (ITaaS) providers and resellers that Insight partners with. For this role, Insight is seeking someone to lead the growth of the VMware Cloud Provider Program through Insight’s service provider channel.


The PBDM is responsible for engaging with the VMware VCPP (VMware Cloud Provider Program) and Insight teams to enhance and strengthen the partner relationship, enable the growth of the Cloud Provider program through internal pre and post-sales support and training, driving pipeline generation, and lead qualification campaigns, creation and participation in various go-to-market (GTM) activities, and strategic planning and support of Cloud Providers resellers.


Daily responsibilities of the PBM role may include:

  • Work with sales, marketing, product management, and the lead qualification team to identify and ensure proper follow up on all new lead activity
  • Daily tracking of all deals, opportunities, and pipeline activities
  • Track and maintain monthly\quarterly forecasts and report to VMware and Insight sales leadership
  • Maintain solid market knowledge to identify trends and changes to aid in the creation of effective GTM planning, messaging, and accurate quarterly forecasting
  • Coordinate with channel sales team to identify and qualify potential new Cloud Providers resellers and, as needed, present details of the VCPP program to all potential prospects
  • Work with the Insight hosted licensing team to ensure the smooth transition of new Cloud Providers resellers to the partner program
  • Work with newly enrolled Cloud Providers to connect them to the available program resources and plan their onboarding roadmap
  • Work with new Cloud Providers to expand their growth of offerings across the broader portfolio of solutions available in the VCPP program
  • Follow up with new Cloud Providers to ensure compliance with requirements outlined in the partner program
  • Work with Insight channel sales teams to help Cloud Providers to grow their VCPP revenue, leverage sales enablement programs available from VCPP, and secure co-operative marketing funds where available
  • Prepare and present Quarterly Business Reviews (QBR) to Insight and Citrix sales and program leaders on the current state of business, financial and program history and goals, completed and future program growth activities, and general information



  • Excellent communication, presentation skills are required.
  • 5 years enterprise and technology solution sales, channel and\or service provider sales experience.
  • Motivated by individual and team achievement
  • Available to travel up to 25% travel within North America.
  • BS/BA or equivalent education.
  • Self-starter able to work within accounts & identifying business decision-makers
  • Able to learn and maintain expertise in the VMware VCPP solutions and licensing programs and be able to articulate the business value to customers over the phone
  • Highly organized with the ability to work in fast-paced environment
  • Preferred knowledge of VMware or Service Provider offerings
  • Familiar with other consumption-based licensing programs helpful

The position described above provides a summary of some the job duties required and what it would be like to work at Insight. For a comprehensive list of physical demands and work environment for this position, click here.


Today, every business is a technology business. Insight Enterprises, Inc. empowers organizations of all sizes with Insight Intelligent Technology Solutions™ and services to maximize the business value of IT. As a Fortune 500-ranked global provider of digital innovation, cloud/data center transformation, connected workforce, and supply chain optimization solutions and services, we help clients successfully manage their IT today while transforming for tomorrow. From IT strategy and design to implementation and management, our 11,000 teammates help clients innovate and optimize their operations to run smarter. Discover more at 

  • Founded in 1988 in Tempe, Arizona
  • 11,000+ teammates in 19 countries providing Insight Intelligent Technology Solutions™ for organizations across the globe
  • $8.3 billion in revenue in 2020
  • Ranked #409 on the Fortune 500, #15 on the CRN Solution Provider 500, 2020 CRN Innovator of the Year Award
  • 2020 Intel Innovation Partner of Year, 2020 Microsoft U.S. Partner of the Year and Worldwide Customer Experience Partner of the Year
  • Ranked #7 on the 2021 Fortune World's Most Admired Companies (Information Technology Services industry), #70 on the Fortune 100 Best Workplaces for Diversity, #296 on Forbes World's Best Employers (#27 within IT), and #5 on the Phoenix Business Journal 2020 list of Best Places to Work
  • Signatory of the United Nations (UN) Global Compact and Affiliate Member of the Responsible Business Alliance


Today's talent leads tomorrow's success. Learn about careers at Insight:


Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.



Posting Notes: Tempe || Arizona (US-AZ) || United States (US) || PMG-MKT; SALES || None || US - Tempe, AZ ||

Nearest Major Market: Phoenix

Job Segment: Business Development, Cloud, Developer, Supply Chain Manager, Sales, Technology, Operations

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