Sr. Solutions Technical Program Manager

VMware   •  

Baltimore, MD

Industry: Technology


11 - 15 years

Posted 40 days ago

This job is no longer available.

Are you interested in becoming a member of a talented team and help develop innovative solutions to solve business / technical challenges using your entrepreneurial spirit? Are you interested in working on some of the largest solutions in support of key missions for our Federal, SLED (State / Local Government, Education), and Healthcare? Are you interested in staying up-to-date with broader industry trends and technologies? If any of these questions spark your interest, we would love to hear from you!

Our Solutions & Innovations Team has a phenomenal opportunity for an entrepreneurial leader having multifaceted experiences in architect development, business development, program management and transformational consulting to join our talented team as a Senior Solutions Technical Program Manager (TPM). This person’s role will be a critical ingredient in creating solutions in support of our Government, Education, and Healthcare (GEH) customer’s missions, as well as, bringing them to market.

As the Solutions TPM, you will be a leader in collaborating with sales customer and partners, developing approaches to address business challenges and reviewing managing competitive business cases business. You will use your Communication Skills to interact with not only VMware’s Sr. Leadership but also across the organization on a regular basis, and as a result, top tier communication skills (written and verbal) are a must. Ability to articulatecomplicated solutions and making them as simple as possible should be an art mastered. You will use your Analytical Skills to perform tasks such as conducting market research and build business cases built on defendable assumptions; staying up-to-date on market trends is a must! These business cases will be presented to Sr. Leadership to convince them a solution / innovation is worthy of an investment. You will use your Program Management skills to programmatically and proactively establish templates to ensure repeatability and predictability. You will lean on your Technical Background to be able to quickly understand the intricacies of a technical solution from integration points to being able to think creatively beyond the proposed solution. Finally, you will leverage your Business Skills in bringing the solutions to market, including how it will be consumed by customers and the sales organization.

You will be expected to establish yourself as a Senior Leader within the GEH field sales organization, and as a result, should have an appreciation for OEM sales. The position requires you to work collaboratively in a highly matrixed environment and is someone who is well organization, self-motivated who never settles, and is capable of leading with little guidance.


  • Overall responsibility of executing the GEH Solutions & Innovations process of all Solutions / Innovations that are approved, including leading solutions development across a varied internal / external audience (e.g., VMware Product Management Teams, Value-Added Resellers, Systems Integrators, and Customers)
  • Develop applicable solution / innovation use case documents that are grounded on business alignment
  • Conduct business case analysis on all solutions that are prioritized by the GEH Solutions & Innovations team
  • Develop applicable whitepapers and datasheets
  • Orchestrate the build and dissemination of all solutions from ideation to sales team enablement.
  • Ability to analyze complex business challenges and competitive options and prepare thoughtful options in a quick and efficient manner
  • Build, maintain, and communicate all Solutions & Innovations templates
  • Participate and lead Customer / Partner solution sales calls, as applicable
  • Ability to travel to customer sites and conferences, as called upon


  • 10+ years of Technology Consulting experience in support of one or more of the following markets; Federal, Healthcare, and SLED
  • 3+ years in technical sales and business development roles with enterprise IT technology vendors
  • Knowledge of sales cycles within the Federal, SLED, and Healthcare markets (NOTE: Desire knowledge within at least one market segment)
  • Demonstrated success in leading / winning multi-million dollar business
  • Strong demonstrated expertise in creating, executing on, and driving solutions selling and product marketing for application / infrastructure software, especially in the context of major partnerships
  • Demonstrated success in creating / negotiating corporate agreements
  • Very strong presentation skills with a high-degree of comfort at communicating effectively to a highly varied set of audiences from executive to large audiences to technical
  • Very strong technical / business writing skills
  • Technical or Business Degree undergraduatedegreedesired, MBA a plus


  • 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