The Deal Management Team (DMT) is a dynamic team 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 will be skilled and knowledgeable in a variety of areas including deal modelling, revenue recognition and commercial contract structure.
The successful candidate will partner with Sales, Legal and Commercial Solutions to establish best practice aligned with our Corporate DMT initiatives.
Lead a small team in Costa Rica supporting the Security Business Unit (SBU) & Velo business units
Partner with the SBU leaders across the DMT global locations
Trusted partner and advisor to the SBU Mgt team in relation to assigned sales opportunities.
Responsible for DMT tasks and resources for SBU and collaborating with key internal stakeholders to deliver against respective business objectives.
Participate in the Integration project for SBU
Continuous review of DMT team to maximize efficient utilization of DMT resources.
Ability to navigate organizational structure and build long term trusted relationships with peers and business Leaders.
Responsible for identifying financial or contractual risks and suggesting alternatives that lead to the best solution for both VMware and its customers.
Follow internal business processes to solution and seek appropriate guidance / approvals to resolve situations that deviate from standard process.
Participate in customer communications to deliver optimal solutions
Participation in Ad-Hoc projects and programs as required by the business and / or management
Required Experience :
Experience in working in a diverse, Multicultural Organization.
Strong negotiation skills with the ability to influence and problem-solve.
Proven ability to manage multiple priorities in a fast-paced environment.
SaaS knowledge and understanding of subscription-based offerings including ACV,TCV, Add-ons, upgrades and co-terms.
Salesforce.com expertise in case management and detailed reporting.
Ability to deliver clear & concise communication to multiple business partners in a competitive landscape.
Understanding of a customer's existing install base along with articulating contractual terms in order to effectively provide a quote.
Telco or scouring / procurement experience with a hardware background understanding shipping & distribution from a compliance standpoint.
Core Competencies :
Allocating decision-making and / or task responsibility to appropriate others to maximize the organization's and individuals' effectiveness.
Planning and supporting the development of individuals' skills and abilities so that they can fulfil current or future job / role responsibilities more effectively.
Translating strategic priorities into operational reality; aligning communication, accountabilities, resource capabilities, internal processes, and ongoing measurement systems to ensure that strategic priorities yield measurable and sustainable results.
Encouraging others to seek opportunities for different and innovative approaches to addressing problems and opportunities;
facilitating the implementation and acceptance of change within the workplace.
Using appropriate methods and interpersonal styles to develop, motivate, and guide the team to attain successful outcomes and business objectives.
Planning and Organizing
Planning, building and executing appropriate courses of action for yourself and others to ensure that work is completed efficiently.
Taking ownership of key business procedures & policies and be accountable for the measurement & performance aligned to the them.
Experience in working with or in IT Multinational organizations, Telecom's or Sourcing / Procurement
Bachelor’s Degree in Business Management ,Business Studies, Commerce, Finance, Law or related discipline.