Senior Offer Analyst

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 APJ Application & Cloud Transformation Offer Management Team, you will work closely with our customers in China to help them with their digital transformation and 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.

Position Summary:
Reporting to the Director of Offer Management APJ and working closely with our Senior Offer Manager GCR based in Beijing, the Offer Analyst will provide a dynamic support function to our Sales organization in China under the umbrella of the newly launched APJ ACT Essentials Organization. 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 and helping sales teams to identify new opportunities and secure existing ones.
As a business function, we deliver commercial support on sales opportunities within existing accounts. In this role, we encompass the understanding and utilization 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.
Responsibilities:

• Core member of the 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 practices 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:

• 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 organizations
• 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 a fast-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 organizational skills

Highly Desirable Skills:

• Deal management and bespoke pricing experience
• Presentation skills and High-touch solutions sales experience
• Bid management experience
• Professional qualifications (MBA)

Desirable Skills:

• Large complex deals and Enterprise Licensing Agreement experience
• Contractual T&Cs management skills
• Ability to deal with ambiguity and navigate a fast-paced, fast-changing, and sometimes unpredictable work environment.

Other expected capabilities:
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

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  Experience in the 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
  
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  Strong, team-oriented leadership skills. Able to frame and confront issues and make tough decisions. Self-directed with strong initiative
  
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  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
  
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  Ability to analyse poorly defined areas and processes within a cross-functional organization. Effective in implementing new and improved processes
  
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  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.

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.

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