Job Location – UKWhy will you enjoy this new opportunity?When you're working for a company that shares your values, it's easier to enjoy what you do. At VMware we unite under a core set of EPIC2 Values: Execution, Passion, Integrity, Customer, and Community. Our guiding principle is "innovate in everything". Each day you will be challenged to bring curiosity, diversity, and an eagerness to collaborate toward bold ideas across all aspects of our business. We do it with a spirit of inclusion and trust acting as 'One VMware' to help our customers win.The team will be working closely with our biggest and most strategic customers across NEMEA (UK, Ireland, Netherlands, Belgium, Luxembourg, Norway, Sweden, Finland, Denmark & Baltics) to help them with their digital transformation and to generate incredible value for their business and communities. We are looking for someone who is passionate about virtualization, SaaS/subscription-based offerings and driving the strategic and analytical shaping of commercial offers. You will be working with Sales and customers to articulate the commercial value, negotiate and close transformational deals whilst having an open mind on the future and the commercial possibilities.Success in the Role: What are the performance outcomes you will work toward completing?You will be the primary advisor for strategic opportunity value proposition including pricing options and related tactical customer-facing recommendations and presentations:Within 30 days of employment, become familiar with VMware's product portfolio and the Offer Manager set of tools. You will shadow one of our experienced Offer Managers and work jointly on strategic offers and customer engagements.Within 90 days of employment, you will have the necessary foundation of the Offer Manager guidelines and toolset to start leading the Offer Manager engagement in select opportunities focusing on large Enterprise Licence Agreements (ELA) and consumption-based offerings (SaaS/Subscription).Within 180 days you will be the primary commercial offer advisor in the accounts allocated to you and will jointly, with the account team, develop up-sell and cross-sell opportunities, produce and present the financial business case on behalf of Field Sales, champion/coordinate bid specific T&Cs/pricing internally and proactively consider and recommend improvements to large deal eco-systems.Within 360 days along with the above, you will co-lead large deal commercial offer discussions and negotiations with our largest and most strategic customers. Further, you will bring your learnings and experience back into the organization and deliver commercial workshops and training for in-region sales representatives.The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?Your regular activities may be modified to suit your professional strengths, but you can expect assignments within the following areas:-NEMEA Sales on current deals and customer interactions. Developing transformative commercial offers including pricing strategies, modelling, customer business cases and negotiation strategy with the account team.EMEA ACT team providing customer insight and commercial expertise around strategic topics such as multi cloud and consumption obsessed SaaSand within the Global Offer Management function sharing best practice and experiences from NEMEA. Working collaboratively on future OM functionality and automation as well as providing feedback from the customers and the field.Within the deals you can expect toDevelop up-sell and cross-sell technology and commercial scenarios.Detailed pricing strategy development, modelling, and what-if analysis to align customer requirements with VMware's vision.Development of transformative commercial offers transitioning from perpetual to SaaS/subscription based.Prepare detailed commercial offers, value proposition and customer material in Powerpoint and present them to the customer.Develop negotiation strategy with the account team, mapped to mutual deal execution timeline.Engage with VMware Business Units and partners to maintain deal strategy & goal alignment. Lead facilitation of teaming agreements on commercials.Engage with customer procurement and support negotiations with core team and customer.Provide advice on contract structure, T&C's and deal approval (DMT), escalation, timelines, and rules.What is the leadership like for this role? What is the structure and culture of the team like?The NEMEA Offer Management team: 8 direct members and 4 additional people are distributed across the NEMEA region, currently UK, Netherlands, Norway and India closely co-located with customer and account teams. The team has largely been formed through Covid/Remote working which has created a special spirit of resilience and collaboration. The team is conscious of creating a safe environment where learning and personal development in everyone’s development style is central to the team’s success alongside having fun on a daily basis.Where is this role located? Flexible: The role is considered flexible and will be a mix of working from a local VMware office in UK and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable non-daily commute of the office. What are the benefits and perks of working at VMware?You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting Employee Stock Purchase PlanMedical Coverage, Retirement, and Parental Leave Plans for All Family TypesGenerous Time Off Programs40 hours of paid time to volunteer in your communityRethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilitiesFinancial contributions to your ongoing development (conference participation, trainings, course work, etc.)Wellness reimbursement and online fitness and wellbeing classesCategory : SalesSubcategory: Sales AdministrationExperience: Business LeadershipFull Time/ Part Time: Full TimePosted Date: 2022-09-09VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.Equal Employment Opportunity Statement: 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.