Address
Form of workVMware software powers the world's complex digital infrastructure. The company's cloud, networking and security, and digital workspace offerings provide a dynamic and efficient digital foundation to over 500,000 customers globally, aided by an ecosystem of 75,000 partners. Headquartered in Palo Alto, California, VMware is committed to being a force for good, from its breakthrough innovations to its global impact.
Job Role and Responsibilities:
Reporting to Senior Director, Application and Cloud Transformation, Globals/Telco, this role supports the Globals/Telco Sales organization with the primary focus to deliver commercial and financial expertise for large and complex sales opportunities for strategic Global accounts. This role will also encompass the leadership and execution of best practice for Enterprise License Agreement (ELA) transactions. This is a hands-on position that partners extensively with customers, their VMware customer facing teams, and internal stakeholder teams, e.g., Finance (Deal Management), Legal, Renewals, etc.
Throughout sales campaigns you will provide commercial consultancy, financial offer modeling, and general thought leadership to the Global account teams. You will be part of the team collaboration on customer proposal work for campaigns. The role necessitates attention to detail and strong numeracy and analytical skills. You will be analyzing the customer's ELA contract history, install base and creating Excel commercial models to move customers from perpetual to subscription and SaaS offerings. You will collaborate with Global account teams, Finance (Deal Management), Renewals, and relevant stakeholders to structure deals that reflect current policy and guardrails. As an Offer Manager you will present commercials both internally to account teams as well as externally to customers and assist in customer negotiations. The role requires confident and clear communication across a range of internal stakeholders as well as external customers as appropriate. You will be a highly motivated self-starter who teams well within a highly matrixed environment and has ambition for ideating, developing, and advocating large deals. You will be comfortable working with evolving technology concepts and pricing and packing and able to develop commercial offers to present in a customer relevant proposal.
Role Responsibilities:
- Commercial consultant for large/complex ELA sales opportunities with Global accounts
- Partner with Strategists to identify and support pipeline development for large deal opportunities
- Contract analysis for relevant commercial terms for consideration in deal structuring
- Analysis of customer install base and develop commercial models for ELA deals focused on subscription and SaaS
- Support account team with ELA quoting process and quote submissions to Finance for approval
- Champion internal commercial evaluation of ELA options with account stakeholders and Finance team
- Develop commercial content and slides for customer proposals
- Develop and manage internal and customer facing reverse timeline or close plan for deals
- Advisor for negotiation strategy with field sales account team
- Support field sales account team with commercial deal negotiations
- Proactively consider and recommend improvements to large deal eco-system
- Promote Offer Manager Best Practices and functional excellence
Required Skills:
- Customer facing negotiation/presentation experience with value selling focus
- Enterprise License Agreement and contract experience
- Excellent communication skills
- Strong Microsoft Office skills (especially Excel & PowerPoint)
- Senior portfolio of customer facing and account team facing experiences
- Senior experience with complex commercial modeling
- Senior experience with analytics, Excel and Commercial Offer organization
- Senior software industry experience
- Senior business/financial acumen
- Project management skills
Preferred Skills:
- 10+ years of combined sales, sales operations, deal management and pricing experience preferred
- Advanced numeracy and communication skills
- An inquisitive, innovation and growth orientated mindset
- An engaging interpersonal approach to B2B customer interactions
What is the leadership like for this role? What is the structure and culture of the team like?
This team covers AMER. The team culture is strongly collaborative, and there are lots of resources to help you succeed.
Where is this role located?
Flexible: The role is considered flexible and will be a mix of working from a local VMWare office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable non-daily commute of the office.
What are the benefits and perks of working at VMware?
You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com.
- Employee Stock Purchase Plan
- Medical Coverage, Retirement, and Parental Leave Plans for All Family Types
- Generous Time Off Programs
- 40 hours of paid time to volunteer in your community
- Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities
- Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
- Wellness reimbursement and online fitness and wellbeing classes
This job requisition is not eligible for employment-based immigration sponsored by VMware.
This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.
Category : Sales
Subcategory: Sales Administration
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2023-01-24
VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what's possible today at http://careers.vmware.com.
Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware 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 VMware 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. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.
