Search JobsJob DescriptionWhy will you enjoy this new opportunity?VMware is seeking Analysts on the Deal Management Team (DMT) to support our go to market efforts in the GCR (Mainland China, Hong Kong and Taiwan) sales region in ELA and SPF transactions. The DMT is a group of dynamic individuals established to support standard as well as highly negotiated, unique or strategic software contracts (Enterprise License Agreements) 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. This role also frequently involves participation in cross functional teams and projects.Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?• Within 90 days of employment, become competent with VMware’s rules, guidelines, and standard operations. • You will work closely with your peers and the enablement team to ensure proper compliance with VMware’s guidelines, legal playbook, and revenue recognition company guidelines for both quoting and contract process.• You will understand the use of contract templates and guidelines to prepare customer documents.• You will also learn how to navigate through all applications & tools used across the Deal Management Team (Salesforce, Confluence, CPQ…)• Obtain basic knowledge and seek to learn the products / services that VMware offers.• Learn to navigate organizational structure and build relationships or trust with stakeholders.• Understand the basic commercial components of building a deal and how the financial elements intersect with the terms and conditions.The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?• Follow internal business processes to solution and seek appropriate guidance / approvals to resolve situations that deviate from standard process or fallbacks.• Ensure compliance with published sales and business approval policies and procedures.• Provide basic guidance and act as internal deal advocate by taking responsibility for leading deal from quote to closing.• Validate customer purchase orders for approved Enterprise License Agreement quote documentation, prepare order entry documents & associated approval documentation packages to expedite order management processes• Follow established revenue recognition company guidelines for both the quoting and contract process.• Understand the basic commercial components of building a deal and how the financial elements intersect with the terms and conditions.• Demonstrate advanced knowledge of tools required, identify system issues, and raise awareness to solve them.• Follow internal business processes to solution and seek appropriate guidance/approvals to resolve situations that deviate from standard process or fallbacks.• Seek understanding of who the customer is and their requirements.• Understand the use of contract templates and guidelines to prepare customer documents.What is the leadership like for this role? What is the structure and culture of the team like?The DMT is comprised of Analysts, Sr. Analysts, Deal Managers, Segment Managers, Directors, Specialist teams, and Operations Specialists. This position will report to a Segment Manager that is aligned with a particular sales segment in the GCR region. The global team is spread throughout VMware offices including Palo Alto, CA, Austin, TX, Heredia, CR, Cork, IE, Bangalore, IN and Sidney, AU.The team culture is one based on building trust and on-going development. DMT is committed to the long-term success of the customer, company, and field by providing a best-in-class deal experience that is simple, innovative and drives value with integrity.We are “One Team” that leverages Execution, Passion, Integrity, Customers, Community (EPIC2) to achieve the best possible outcome for VMware & our customers.Where is this role located?Beijing, ChinaWhat 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.· 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 classesVMware 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. Search Jobs
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