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GCR Channel Operations Manager

今すぐ応募する 採用情報 ID R1907408 掲載日 Jun. 08, 2019

GCR Channel Operations Manager, VMware
Beijing, China

Business Summary

With its best-of-class software defined data center and cloud infrastructure technology, VMware is the best trusted partner to help our enterprise customers throughout the journey of digital transformation and evolution. VMware Channel Operations is essential to executing VMware’s unique eco-system and route to market strategy in Greater Channel region, and realizing the full potential of our partners as well as contributing to the success of our valued customers.

Job Role and Responsibility

As the Manager of VMware Channel Operations for Greater China Region, you will play a vital role in supporting execution of VMware GCR’s eco-system and rout to market strategy as well as providing daily operations support. This role will be directly reporting to Senior Director of Strategy and Operations for GCR and will be responsible for the following areas:

Channel Business Analysis:

  • Work with Channel Manager to provide management information surrounding Channel Manager and Partners’ performance, sales trend and KPIs.
  • Maintain Partner mapping and work with Channel Managers and Sales Directors to formulate and execute the GTM strategy
  • Attend Channel Team weekly/monthly/quarterly forecast and QBR meeting
  • Ad hoc revenue reporting and analysis to support Channel Managers, sales team and partner community to enhance sales opportunities
  • Maintain China partner database, especially SMB partners

Channel Operations:

  • Responsible for contributing to the support and operationalization of the channel strategy to coordinate process, systems, tools and analytics to bring various channel routes to market
  • Consistently provide operational support for forecasting accuracy
  • Identify project and process management opportunities for routes to market and related supporting functions
  • Support Channel Director in target setting and quota deployment
  • Support Channel Managers and Distributors to manage processing of credit and payment issues
  • Calculate Partners’ rebate and MDF with Marketing on monthly basis
  • Provide on-going support to Sales and Channel Managers on ad hoc queries and being the interface among different functional groups. Ensure Interlock at district and regional level
  • Complete special projects as assigned within channel operations
  • Drive project management, manage reporting requirements, drive process improvements and keep pace with dramatic growth

Channel Compliance:

  • Partner with Channel, Sales Operations, Finance, Internal Audit and Compliance teams that support management of channel partners to understand GTM strategy and ensure compliance risks are considered and mitigated
  • Design and arrange health check of channel partners documents and related business activities as well as internal processes to evaluate risk of compliance and raise red flag where appropriate
  • In coordination with GCR Leadership team, Finance and Internal Audit, Compliance and Legal team, lead efforts to develop and ensure implementation of appropriate and consistent corrective action measures for compliance issues when investigations or other factors indicate gaps in existing processes 
  • Track issues and corrective actions and recommending targeted training as needed and conduct assessments to determine effectiveness of corrective actions 

Ad Hoc Projects:

This role will be also working on some ad hoc projects beyond Channel Operations directed by Senior Director of Strategy and Operations.


  • Ability to think both strategically and tactically
  • Proven track record of taking ownership and driving results
  • Collaboratively manage priorities among a diverse group of internal and external partners
  • Take initiative, build relationships, work well in a cross-functional environment and prioritize competing responsibilities well
  • Experience leading the collaboration with regional teams to align methodology, systems, and processes
  • Experience with developing ongoing templates and process updates
  • Experience developing and tracking budgets, planning, and analysis
  • Excellent written and verbal communication skills
  • Flexibility, decision-making, organizational and project management skills
  • Ability to work in an extremely fast-paced, high-visibility role
  • Strong oral, written communication skills, as well as, the ability to be flexible and adaptable within a constantly changing environment.

Qualifications and Experience:

  • BS degree with minimum 5 -10 years’ experience, preferably with large high-tech company
  • Channel Operations or Sales Operations experience preferred and minimum of 5 years’ experience in a strategic operations role
  • and Excel expert required







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