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Manager, Deal Management

Company: Dell Inc
Location: Austin
Posted on: May 3, 2021

Job Description:

VMware is seeking an experienced deal manager to structure Enterprise License Agreements (ELAs) with complex negotiations for the Deal Management Team (DMT) in support of the US Private Sector customer segment. The DMT is a group of dynamic individuals established to support standard as well as highly negotiated, unique or strategic software contracts (ELAs) from inception of a sales opportunity to booking. The team is skilled and knowledgeable in a variety of areas including deal modeling, revenue recognition and commercial contract structure. The successful candidate will engage with Management to build and promote the DMT model and brand, partner with Sales, Legal and Commercial Solutions to establish best practice aligned with our Corporate DMT initiatives.

Responsibilities:

  • Lead stakeholders in developing strategies on complex deals from structuring to closing. Regularly lead and assist others with complex deal advice and drive solutions.
  • Collaborate across all stakeholder groups within VMware to drive deal closure.
  • Identify areas of potential impact of revenue recognition and understand implications and be able to articulate impact to relevant stakeholders.
  • Work to improve the quality of the commercial terms to maximize the deal value to the company.
  • Demonstrate advanced knowledge of tools required, identify system issues, and raise awareness to solve them.
  • General understanding of products/services, their product family, and bundle components. Proactively identify inconsistencies in structuring and coach Sales accordingly.
  • Identify when deviation from standard process is necessary. Proactively offer suggestions and seek guidance to achieve resolution. Understand potential risks to VMware.
  • Understand customer requirements and propose appropriate solutions.
  • Manage customer contracts from initial draft to closure within established company guidelines. Draft contract language to capture business intent. Effectively partner with stakeholders and participate in negotiations to influence desired outcomes.
  • Engage in the forecasting process to identify which contracts involve the most risk for the quarter and engage with sales to reduce the risk in the deals as much as possible.
  • Mentor other DMT Analysts to develop their skill set for the betterment of the team
  • Identify potential areas of process and policy improvement or work on special projects for the team
  • Flexibility to travel, if required (0-2x a year)

Required Experience:

  • Experience in working in a diverse, Multicultural Organization
  • Experience in working with or in IT Multinational organizations, Telecoms or Sourcing/Procurement
  • Leadership skills with business acumen
  • Excellent negotiator with strong influencing and problem-solving skills
  • Proven ability to exercise good judgement whilst juggling multiple priorities in a fast-paced environment.

Preferred Requirements:

  • Bachelor's Degree in Business Studies, Commerce, Finance, Law or related discipline.
  • Experience working at software or cloud licensing company
  • Experience with Salesforce CPQ

Category : Sales

Subcategory: Sales Operations

Experience: Manager and Professional

Full Time/ Part Time: Full Time

Posted Date: 2021-04-26

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. Job ID: R2107745

Keywords: Dell Inc, Austin , Manager, Deal Management, Other , Austin, Texas

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