Location(s): Americas (Remote / Able to Operate in EST Time Zone)
Job Role and Responsibilities:
Reporting to Director, Offer Managers, this role supports the Enterprise Sales Organization with the primary focus to deliver commercial and financial expertise for large and complex sales opportunities within the Americas. 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 and their VMware customer facing teams.
Throughout sales campaigns you will provide commercial consultancy, financial offer modelling, TCO analysis, industry perspectives and general thought leadership. You will be part of the team collaboration on proposal work for campaigns. The role necessitates an attention to detail. You will be creating complex financial models representing different solution packaging approaches and delivering them internally to account teams as well as externally to customers. The role requires confident and clear communication across a range of internal stakeholders as well as external customers as appropriate. This role requires a highly motivated self-starter who teams well within a highly matrixed environment and has ambition for ideating, developing and advocating large deals. Comfort working with evolving technology concepts and being able to package those concepts into an industry specific proposal. You will report to the Director, Offer Management as part of the dynamic support function to the Americas Application & Cloud Transformation (ACT) team.
Role Responsibilities:
Senior commercial consultant for large/complex Enterprise opportunities
Primary advisor for negotiation strategy with field sales
Work within and lead the commercial aspects of multi-functional teams to produce high quality customer proposals
Develop, orchestrate, and present financial evaluation and business cases
Champion internal commercial evaluation with senior management
Promote best practice and functional excellence
Primary advisor for ELA commercial structures
Proactively consider and recommend improvements to large deal eco-system (process, pricing)
Required Skills:
Customer facing negotiation/presentation experience with value selling focus
Enterprise License Agreement experience
First rate analytical and organizational skills
Excellent communication skills
Strong Microsoft Office skills (especially Excel & PowerPoint)
Preferred Skills:
10-15+ years of combined sales, sales operations, deal management and pricing experience preferred
Software industry experience preferred
Strong business/financial acumen
Advanced numeracy and communication skills
An inquisitive and innovation orientated mindset
A considered and engaging interpersonal approach developed from a significant range of senior level B2B customer interactions
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 Operations
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2022-09-13
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.
