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VMware Offer Manager in France

Position Summary: Reporting to the SEMEA Head of Offer Management, the Offer Manager will provide a dynamic support function to the SEMEA Enterprise Sales organisation (France Large Accounts focus).

The role will involve developing close working relationships with Field Sales, Business Units and Pricing, providing analysis and insight into our customers' current VMware investment, helping sales teams to identify new opportunities and secure existing ones.

As a business function, we focus on delivering commercial support on large sales opportunities within existing strategic accounts. In this role, we encompass the understanding and utilisation of tried and trusted methodologies for Enterprise License Agreement (ELA) transactions, and customer relationship development. This role will also require the development and distribution of commercial strategy and collateral for subscription and SaaS products/solutions.

Role Responsibilities:

  • Core member of virtual bid team

  • Primary advisor for ELA contract structures and terms and conditions

  • Primary advisor for strategic opportunity value proposition including pricing options and related tactical customer-facing recommendations and presentations

  • Supports regional Sales by assisting and advising sales reps in the structure of complex deals while using the pricing thresholds, existing analysis tools, and rules of engagement to drive the appropriate approvals

  • Development of up-sell and cross-sell opportunity best practice at prospectus/proposal stages

  • Produce and present customer financial business cases on behalf of Field Sales (ROI)

  • Champion/coordinate bid specific T&Cs/pricing internally (approvers, Revenue, Legal, Deal Desk)

  • Proactively consider and recommend improvements to large deal eco-system (process, pricing)

Requirements/Competencies:

  • Fluent in English and French required. Other languages a plus

  • Strong commercial acumen and understanding of commercial opportunities

  • Large complex deals and Enterprise Licensing Agreement experience

  • Great team player with proven ability to influence and communicate at all levels across organisations

  • Strong strategic thinking/problem solving skills informed by an appreciation of internal/external factors and the ability to identify and leverage synergies

  • Ability to deal with ambiguity and navigate through a high-paced, fast-changing and sometimes unpredictable work environment.

  • Customer facing negotiation/presentation experience with value selling focus

  • Deal management, bespoke pricing or finance/Sales Ops experience (preferably software industry)

  • Understanding of P&L economics and ability to analyse and take measures

  • Experience with all licensing models such as perpetual, Software as a Service and Term based (subscription).

  • Demonstrable analytical excellence and organisational skills

Other expected capabilities:

  • Strategic Thinking & Analytic Problem Solving: Ability to break down complex problems in a simplified way, creativity of ideas, innovation: develop and run analytical models to test out and refine the various strategies we may be considering

  • Project and Program Management Skills: Experience in estimation, planning, design, and implementation of business and IT efforts at software companies. Effective in influencing and making high quality decisions and taking decisive action

  • Business Leadership Skills: Strong, team-oriented leadership skills. Able to frame and confront issues and make tough decisions. Self-directed with strong initiative

  • Communication Skills: Strong communicator equally adept at communications strategy and execution, with the ability to craft a full range of clear, high-impact communications. Ability to communicate in an open and authentic manner in all situations

  • Process Improvement Skills: Ability to analyse poorly defined areas and processes within a cross-functional organization. Effective in implementing new and improved processes

  • Influencing and Interpersonal Skills: Able to establish and build close working relationships. Strong personal credibility and counselling skills. Team-oriented planner and decision-maker. Able to creatively drive consensus

Category : Business Strategy and Operations

Subcategory: Business Operations Analyst

Experience: Manager and Professional

Full Time/ Part Time: Full Time

Posted Date: 2021-06-22

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.

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