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 engage with Mgt to build and promote the DMT model and brand, partner with Sales, Legal and Commercial Solutions to establish best practice aligned with our Corporate DMT initiatives.
Lead stakeholders in developing strategies on complex deals from structuring to closing. Regularly lead and assist others with complex deal advice and drive solutions.
Collaborate across all stakeholder groups within VMware to drive deal closure.
Identify areas of potential impact of revenue recognition and understand implications and be able to articulate impact to relevant stakeholders.
Work to improve the quality of the commercial terms to maximize the deal value to the company.
Demonstrate advanced knowledge of tools required, identify system issues, and raise awareness to solve them.
General understanding of products / services, their product family, and bundle components. Proactively identify inconsistencies in structuring and coach Sales accordingly.
Identify when deviation from standard process is necessary. Proactively offer suggestions and seek guidance to achieve resolution.
Understand potential risks to VMware.
Understand customer requirements and propose appropriate solutions.
Manage customer contracts from initial draft to closure within established company guidelines. Draft contract language to capture business intent.
Effectively partner with stakeholders and participate in negotiations to influence desired outcomes.
Flexibility to travel if required
Be able to lead a team of people in the Latam region to manage the book of business for Latam.
Collaborate with Latam sales to be a trusted advisor, understand the unique needs of the team and the sales organization, and help to problem solve with the team in how to more efficiently and effectively do business.
Coach and mentor team members reporting to you to help them grow in their careers at VMW.
Required Experience :
Experience in working in a diverse, Multicultural Organization
Experience in working with or in IT Multinational organizations, Telecoms or Sourcing / Procurement
Leadership skills with business acumen
Excellent negotiator with strong influencing and problem-solving skills
Proven ability to exercise good judgement whilst juggling multiple priorities in a fast-paced environment.
Preferred Requirements :
Bachelor’s Degree in Business Studies, Commerce, Finance, Law or related discipline
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