Job Description

Job Location – Bangalore India Why will you enjoy this new opportunity?
As you join VMware, you will help grow a company that makes meaningful and significant technology solutions and is committed to being a "force for good" in technology. Our mission is to become the trusted foundation for accelerating innovation in an unpredictable world. VMware software is essential for making the applications and devices your family and friends use every day a reality.
As part of the Worldwide Offer Management Team, you will work closely with our Enterprise and commercial customers in AJP to help them with their digital transformation and to generate incredible value for their business and communities. If you are passionate about virtualization, SaaS/subscription-based offerings, enjoy getting hands-on to drive the strategic and analytical shaping of commercial offers, and enjoy working closely with geographically and culturally diverse customers to articulate the commercial value, negotiate and close transformational deals, then you will feel right at home in our team.
Success in the Role: What are the performance outcomes you will work toward completing?
You will be the primary advisor for strategic opportunity value proposition including pricing options and related tactical customer-facing recommendations and presentations:

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  Within 30 days of employment, become familiar with VMware's product portfolio and the Offer Manager set of tools. You will shadow one of our experienced Offer Analyst and work jointly on strategic offers and customer engagements.
• Within 90 days of employment, you will have the necessary foundation of the Offer Manager guidelines and toolset to start leading the Offer Manager engagement in select opportunities focusing on large Enterprise Licence Agreements (ELA) and consumption-based offerings (SaaS/Subscription).
• Within 180 days you will be the primary commercial offer advisor in the accounts allocated to you and will jointly, with the account team, develop up-sell and cross-sell opportunities, produce and present the financial business case on behalf of Field Sales, champion/coordinate bid specific T&Cs/pricing internally and proactively consider and recommend improvements to large deal eco-systems.
• Within 360 days along with the above, you will co-lead deal commercial offer discussions and negotiations with our largest and most strategic customers. Further, you will bring your learnings and experience back into the organization and deliver commercial workshops and training for in-region sales representatives.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
Your regular activities may be modified to suit your professional strengths, but you can expect a variety of the following assignments:

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  Develop up-sell and cross-sell technology and commercial scenarios.
• Detailed pricing strategy development, modeling, and what-if analysis to align customer requirements with VMware's vision.
• Development of transformative commercial offers transitioning from perpetual to SaaS/subscription based.
• Prepare detailed commercial offers, value proposition and customer material in Powerpoint and present them to the customer.
• Develop negotiation strategy with the account team, mapped to mutual deal execution timeline.
• Engage with VMware Business Units and partners to maintain deal strategy & goal alignment. Lead facilitation of teaming agreements on commercials.
• Engage with customer procurement and support negotiations with core team and customer.
• Provide advice on contract structure, T&C's and deal approval (DMT), escalation, timelines, and rules.

What is the leadership like for this role? What is the structure and culture of the team like?
The Hiring Manager for this role is Kumaran Chakravarthi, Manager leading the Worldwide Offer Management Team based in Bangalore. He held various pricing positions in the high-tech industry before joining VMware. He believes that leadership is not defined by title and encourages his team to be leaders and live the values they all bring to the team while being creative to tackle and solve problems together.
The team is works from Bangalore region and supports account teams in APJ and EMEA region.
Where is this role located?

Flexible: The role is considered flexible and will be a mix of working from a local VMware office in Bangalore 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.

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  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

Category : Sales
Subcategory: Sales Administration
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2022-08-19
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.