About the Role
Position Summary: Reporting to the NEMEA Head of Offer Management, the Offer Manager will provide a dynamic support function to the NEMEA Enterprise Sales organisation (UK&I, BENLUX & Nordics).
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, helping sales teams to identify new opportunities and secure existing ones.
Requirements
Role Responsibilities:
Core member of 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 practice 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 organisations
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 through a high-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 organisational skills
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 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
About the Company
As a business function, we focus on delivering commercial support on large sales opportunities within existing strategic accounts. In this role, we encompass the understanding and utilisation 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.