This list contains only the countries for which job offers have been published in the selected language (e.g., in the French version, only job offers written in French are displayed, and in the English version, only those in English).
The Sales Executive VI – CSP Acquisition is responsible for shaping and executing an inorganic growth agenda across strategic partnerships – specifically focused on VMware Cloud Service Providers. This role partners with the business unit leaders to originate, assess, negotiate, and deliver transactions and alliances that accelerate our strategy, strengthen our portfolio, and create long‑term shareholder value. Operating at enterprise scope, the role orchestrates cross‑functional workstreams (Finance, Legal, Strategy, Product/BU, HR, Communications) from initial thesis through post‑close integration and partnership activation.
Job Responsibility:
Lead market scanning and target sourcing (bankers, investors, founders, PE/VC)
develop executive‑ready investment cases with clear strategic rationale and value creation levers
Build and maintain relationships with external advisors and key industry stakeholders
Partner with Executive leaders LT to define the VMware Cloud Service Provider growth plan aligned to the corporate strategy
maintain a prioritized pipeline of target CSPs, capabilities, and companies
Proactively identify, qualify, and develop new business opportunities with CSPs to build a robust sales pipeline and drive revenue growth
Leverage market insights and industry networking strategies to create and maintain a healthy pipeline of prospective CSPs
Own end‑to‑end transaction execution: preliminary assessments, valuation/modeling oversight, diligence planning, LOI/term sheet development, negotiation, and closing
Run cross‑functional diligence with clear scope, timeline, and risk controls
synthesize findings into actionable recommendations and mitigation plans
Drive disciplined governance—prepare ELT/Board materials, manage approval gates, and ensure compliance with regulatory requirements
Partner with business leaders to design an integration strategy for customers and or employees, where applicable: Day‑1/Day‑100 plans, and KPIs
Track post‑close performance vs. deal model
course‑correct to protect and deliver value
Mobilize Rackers, through indirect leadership, to create value through Cloud Service Provider transitions
set objectives, coach through complex deals, and cultivate a strong external network
Orchestrate cross‑functional accountability across Finance, Legal, Product/BU, HR, and Communications
escalate quickly to clear roadblocks and maintain pace
communicate complex topics simply and persuasively
Serve as a visible enterprise leader who models our values, builds trust, and drives clarity in ambiguous situations
Develop and execute strategies to identify, evaluate, and acquire VMware CSP customers globally, ensuring alignment with Private Cloud growth objectives
Establish and nurture strategic partnerships with CSP ecosystem players
Lead negotiations and deal structuring for VMware CSP-related acquisitions, alliances, and investments, focusing on customer onboarding and accelerated revenue realization
Collaborate with Sales, Product, and Marketing teams to design CSP-specific offerings and value propositions
Monitor VMware CSP market trends and competitive landscape to inform strategic decisions and maintain leadership position
Drive integration plans for VMware CSP acquisitions, ensuring seamless onboarding and rapid CSP customer adoption
Requirements:
10+ years of progressive experience in VMware Cloud Service Provider Partnership programs, corporate development or strategy roles, including significant ownership of closed transactions
Demonstrated success leading complex strategic partnerships and/or M&A transactions end‑to‑end (origination through integration) at enterprise scale
Advanced proficiency in valuation, financial modeling, and deal structuring
strong grasp of accounting, tax, and regulatory considerations
Exceptional executive communication and negotiation skills
proven ability to influence C‑suite/Board and align cross‑functional teams
Experience in technology, cloud, managed services, or software
Bachelor’s degree required
MBA or related advanced degree preferred. CFA/CPA a plus
Proven experience in cloud business models, CSP programs, and subscription-based revenue strategies
Strong network within the VMware CSP ecosystem and ability to influence senior stakeholders
Track record of executing strategic partnerships and acquisitions in the cloud domain
Deep understanding of VMware licensing, compliance, and customer lifecycle management
Ability to translate CSP market insights into actionable corporate development strategies
Nice to have:
MBA or related advanced degree
CFA/CPA
What we offer:
Incentive compensation opportunities in the form of annual bonus or incentives
equity awards
an Employee Stock Purchase Plan (ESPP)
Internal learning department, Rackspace University®, provides training and development