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 is skilled and knowledgeable in a variety of areas including deal modelling, revenue recognition and commercial contract structure.
On the Deal Desk team we review all commercial, business, legal, and revenue requirements to support the sales teams in achieving the most favorable ELA construct for VMware, while delivering the most optimal customer solution.
The successful candidate will partner with Sales, Legal and Commercial Solutions to establish best practices aligned with our Corporate DMT initiatives.
We ensure efficient execution of deals through standard flow process on an ongoing basis. Anticipate and align to support account teams’ business needs on a quarterly and annual basis.
Continuous review of deal progression and collaboration with colleagues to ensure optimal deal cycle times and precise execution.
You will build and maintain strong rapport and serve as key liaison & critical issue point for AMER management team on ELA and deal related topics.
Review Sales-proposed quotes, provide feedback and coaching, ensure compliance with published sales and business policies, and approve or reject / escalate quotes as needed based on policy and business judgement
Own and lead the contract drafting process, generating standard documents and working with Legal and Finance to help Sales respond to customer feedback, including running redline’ changes leading up to customer acceptance
Validate customer purchase orders for approved Enterprise License Agreement quote documentation, prepare order entry documents & associated approval documentation packages to expedite order management processes
Partner closely with IB, Legal, Deal Assurance / Revenue & DCT, Order management, Business Operations and Field Finance teams
Ensure close collaboration with Operations and Finance leads on deal status / progression, forecast accuracy etc.
Participation and / or leadership of various internal projects related to core function. Being the voice of AMER’ and sales advocate’ on such project teams is essential to ensuring the solution solves relevant business issues
Previous Tech Industry, Deal Desk, Finance, and Operations experience essential
Proven track record in process optimization and ability to deliver results in challenging business environment
A self-starter who is highly analytical with sound decision-making skills
Ability to prioritize at times of high volume and stress
Strong communication and positive interpersonal skills
Ability to influence and work collaboratively at all levels of the organization
Comfortable advising senior sales management on key deals to support their business
Intermediate MS Excel skills
Degree in Business Studies, Commerce, Finance, Law or related discipline.
Experience with software revenue recognition principles (SOP 97-2) is an advantage
Travel (including international) may be required