VMWare Server Product Line Manager – DELL – Singapore


Company Description:
Dell provides the technology that transforms the way we all work and live. But
we are more than a technology company — we are a people company. We inspire-
challenge and respect every one of our over 100-000 employees. We also provide
them with unparalleled growth and development opportunities. We can`t wait for
you to discover this for yourself as a VMWare Server Product Line Manager
Why Work For Us:
Dell is primed to recruit the best and brightest candidates from all across
the globe. We take pride in fostering a winning- innovative- inclusive
employee culture. We also take calculated risks and we celebrate big victorie

when they pay off.

Our Employee Value Proposition:

Our Culture Code unites us and makes us a great family of companies and a
great place to work. It`s how we run the business- go to market- work together
and provide inspirational leadership. Our culture code is defined by our
values and are made real every day by defining expectations for how we work
and how we lead.


The primary role of the VMWare Server Product Line Manager (PLM) is to drive
VMware infrastructure software on Dell EMC PowerEdge Servers within the APJ
region. The VMWare PLM is charged with a number of different tasks with focus
on VMWare – the key ones being:

• The regional product & technology SME
• Gaps & opportunities analysis
• Regional Point of contact
• Sales Enablement activities
• Supporting CoC Programs
• Responsible for product transitions & managing product lifecycles of the
VMware OEM software options for PowerEdge servers
• Driving the Server Performance incl. VMWare infrastructure software

The VMWare PLM should be seen as the trusted advisor to the Global/PG
(‘upstream`) & Regional/Field (‘downstream`) teams for Dell EMC`s Server Line
of Business. He/she needs to be highly active in ensuring the Server LOB is
proactively promoted and sold at the right time- right place- and in the right

### Key Responsibilities:

### Regional product & technology SME

Establish a creditable and trusted position within APJ as being the Subject
Matter Expert (SME) for VMWare infrastructure software on Dell EMC PowerEdge
Servers. The PLM is the regional ‘voice` by having strong personal points of
view and solid market understanding. The PLM is always on top of
customer/partner requirements and keeps key stakeholder up-to-date to educate
and to provide guidance to the business.

Gaps & opportunities analysis

Pro-actively using data- sales- customer and partner feedback to identify gaps
and opportunities for business recovery or acceleration. Based on Dell EMC`s
corporate- ISG and/or Server vision and strategy applies insights to the
business to ensure the right direction is set for selling more Server products
and technology with VMWare infrastructure software.

Regional point of contact (POC)

The PLM is a key facilitator in having discussion and conversation with Dell
EMC`s Product Group (PG) / Business Unit (BU) to ensure we have a strong voice
in the VMWare infrastructure software and Server development cycles. Building
and maintaining a network with PG/BU planners- engineers and marketers to
ensure that customer (end-users & partners) needs are well articulated and
incorporated. By influencing the Server roadmap- maximum applicability for the
region will be secured. The PLM is an important point of contact in region for
PG in understanding regional trends. The PLM is having the ability to collect
data/insights if needed- like managing Customer Advisory Councils.

Sales Enablement activities

Jointly work with the broader CoC-team in developing and delivering Sales
Enablement activities & tools to ISG & generic Sales teams across APJ. The
nature of Sales Enablement execution is typically educational- but also
requires the PLM to act as a true ambassador for Dell`s and VMWare´s vision
and strategy. He/she will be delivering presentations at internal and external
events. (Tech Summit- Field Readiness Seminars- Dell EMC Forums- Partner
technology events- etc.) The PLM manages the products (end-to-end) that are
showed at event expo`s and ensures the ‘latest and greatest` can be
demonstrated by securing funding and budgets when and where needed. In his
capacity the PLM works closely with CoC Programs and Events Manager and the
Marketing Events-team.

Supporting CoC Programs

The PLM is a real team player by contributing and supporting various CoC
programs that are intended to achieve the quarterly products & technology
objectives that have been set by either the CoC or the ISG BU. He/she provides
input and insights to make the programs work and applicable for
Sales/customers/partners. The Dell EMC Loan-depot is a key program that
requires active participation and a level of ownership.

Responsible for products transitions & managing product lifecycles

Owning- maintaining and sharing the APJ VMWare infrastructure software and
Server roadmap. Leading and driving product and technology transitions in
working with CoC-peers- in-country FMMs- and the APJ PMO group. Working
closely with the UPP and Transition Manager for flawless transitions and to
avoid End of Life (EOL) factory/Supply & Demand/procurement cost exposures.

Driving the Server Performance

The PLM is expected to be on top of the overall regional Server performance by
continuously monitoring it against the key metrics (KPI`s) as defined by the
ISG BU during the quarter. The PLM is working closely with his manager to
identify- and route-cause- issues and jointly work on tactical actions to
overcome negative situations. The PLM has the ability to ad-hoc set the right
priorities in managing and solving urgent issues or escalations.

Additional Responsibilities Include

Attending (regional/global) Segment team & PG/COC calls to:

Stay appraised of all/any developments Provide feedback on questions relating
to Server performance and/or progress made on a given program in terms of
execution Best practice sharing

Acting as an escalation point for the regional the ISG community as and when


7+ years of experience in product/solutions/sales/marketing/program management role
Must have a strong understanding of the Enterprise IT market and VMWare related technologies
Fluent in English language (verbal & written)
Expressing a highly energetic- motivated and ‘can do` attitude
Ability to make the complex simple
Advanced understanding of LOB/solutions-specific product and solutions technologies
Advanced ability to translate product technologies into customer benefits
Strong Presentation skills
Feeling highly comfortable in having (senior) executive conversations
Interpersonal skills
Promoting and fostering positive relations within the Sales and Solutions communities
Multitasks effectively
Ability to develop working relationships with peers outside of the department
Ability to cope with change and make sound paradigm shifts in order to achieve group goals and objectives
Organizational change management skills
Exercises leadership and understands and exhibits teaming abilities
Dedicated to meeting the expectations and requirements of internal and external customers
Skills to develop and maintain relationships with partners and alliances
Must be comfortable with MS office tools- Internet and SalesForce.com


Customer Focus
Dealing with ambiguity
Priority Setting
Problem Solving
Drive for Results
Organizational Agility
Process Management
Project Management

### Key Relationships within the Role:


General Sales – ISR/AE`s
Sales Managers & Directors
ISG Sales – TSR/SC`s
ISG / Solution Managers
Services & Consulting teams
Other Members of the local- regional & global Marketing Teams
Product Line Managers- FMM- UPP & Program Managers within the CoC
Events Team
Learning & Development


Partners (Channel and Distribution) & Alliances


Dell 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 Dell 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. Dell will not tolerate discrimination or harassment based on any of
these characteristics. Learn more about Diversity and Inclusion at Dell here.

Job Family: Marketing Job ID: R27169