Senior Offer Analyst

Search JobsJob DescriptionAs 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 teamPrimary advisor for ELA contract structures and terms and conditionsPrimary advisor for strategic opportunity value proposition including pricing options and related tactical customer-facing recommendations and presentationsSupports 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 approvalsDevelopment of up-sell and cross-sell opportunity best practices at prospectus/proposal stagesProduce 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 opportunitiesLarge complex deals and Enterprise Licensing Agreement experienceGreat team player with proven ability to influence and communicate at all levels across organizationsStrong strategic thinking/problem-solving skills informed by an appreciation of internal/external factors and the ability to identify and leverage synergiesAbility to deal with ambiguity and navigate a fast-paced, fast-changing, and sometimes unpredictable work environment.Customer-facing negotiation/presentation experience with value selling focusDeal management, bespoke pricing, or finance/Sales Ops experience (preferably software industry)Understanding of P&L economics and ability to analyse and take measuresExperience with all licensing models such as perpetual, Software as a Service, and Term based (subscription).Demonstrable analytical excellence and organizational skillsHighly Desirable Skills:Deal management and bespoke pricing experiencePresentation skills and High-touch solutions sales experienceBid management experienceProfessional qualifications (MBA)Desirable Skills:Large complex deals and Enterprise Licensing Agreement experienceContractual T&Cs management skillsAbility to deal with ambiguity and navigate a fast-paced, fast-changing, and sometimes unpredictable work environment.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 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 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.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. ​Search Jobs