Corporate Customer Portfolio Manager Asia

4 weeks ago

Singapore VMWARE SINGAPORE PTE. LTD. Full time
Roles & Responsibilities

Corporate Customer Portfolio Manager Asia – Cloud Transformation Office APJ

Why will you enjoy this new opportunity?

As you join VMware by Broadcom, you will help grow a company that makes meaningful and significant technology solutions and is committed to being a "force for good" in technology. Our mission is to become the trusted foundation for accelerating innovation in an unpredictable world. VMware by Broadcom software is essential for making the applications and devices your family and friends use every day a reality.

As part of the APJ Cloud Transformation Office – Customer Portfolio Manager Team, you will work closely with our APJ Team to drive commercial modelling for our mid-market customers in Asia – to help them with their digital transformation thus generating incredible value for their business and communities. If you are passionate about virtualization, SaaS/subscription-based offerings, enjoy getting hands-on to drive the strategic and analytical shaping of commercial offers, and enjoy working closely with geographically and culturally diverse customers to articulate the commercial value, negotiate and close transformational deals, then you will feel right at home in our team.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

You will be the primary advisor to the Account Director on opportunity value propositions, including pricing models, install base conversion and related tactical customer-facing recommendations and presentations. Key timelines:

  • Within 30 days of employment, become familiar with VMware by Broadcom’s product portfolio, quoting systems, internal approval process and Customer Portfolio Management team toolsets. You will shadow one of our experienced CPMs and work jointly on offers and customer engagements to maximise ABV growth and customer consumption. Key focus will be on understanding details on a deal (including but not limited to Install Base and previous unit pricing) and pricing fundamentals or new deal structure.
  • Within 90 days of employment, you will have the necessary foundation of the CPM guidelines and toolset to start leading commercial deal structuring for your territory, creating complex quotes and explaining to internal and external stakeholders the benefit(s) of proposed offer. Alongside your Account Director and Solution Architecture colleagues, you will have joint Account Plans / Strategies in place and work to execute against this. You will also have mastery of internal systems to ensure Opportunity / Quote / Forecast / Booking hygiene on your deals.
  • Within 180 days you will be the primary advisor in the accounts allocated to you and will jointly, with the Sales team, continue to 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 manage ongoing renewal pipeline as well as building up-sell / cross-sell into existing opportunities to meet growth target objectives.

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 will include:

  • Understanding, extracting and analysing renewals data for customers in your assigned Territory, to provide details and advice for Sales Team on compelling events and key timelines.
  • Creation of complex quotes and commercial offers for customers in your assigned Territory, using CPM tools and Broadcom systems to achieve this outcome.
  • Managing pipeline and ensuring opportunity and forecast hygiene in your assigned Territory alongside Sales Team.
  • Development of Account Plans / Strategies for your assigned Territory in conjunction with Sales Team, to maximise conversion into Subscription licensing models and up-sell / cross-sell into the customer install base.
  • Detailed pricing strategy development, modeling, and what-if analysis to align customer requirements with Broadcom's vision.
  • Prepare detailed commercial offers, value proposition, and customer material in Powerpoint and present them to our APJ Customers.
  • Develop negotiation strategy with the account team, mapped to mutual deal execution timeline.
  • Engage with Broadcom Business Units and Partners to maintain deal strategy & goal alignment through to PO booking.
  • Engage with customer's procurement and support negotiations with the Sales team and customer.
  • Thinking creatively to help solve customer business challenges with VMW by BSG solutions.

What is the leadership like for this role? What is the structure and culture of the team like?

The Hiring Manager for this role is Ghin Khoo leading the Corporate Customer Portfolio Manager APJ team out of Singapore. Ghin has held various Enterprise Sales and Sales Leadership roles in the IT industry before joining Broadcom. He believes that leadership is not defined by title and encourages his team to be leaders and live the values they all bring to the team while being creative to tackle and solve problems together.

The CPM team is distributed across the APJ region and close to our Customer and Sales teams. The team has a strong focus on collaboration and best practice sharing to ensure high quality output to help our Sales teams close deals, and ongoing improvement or processes and systems.


Tell employers what skills you have

Negotiation
Leadership
Strategy Development
Modeling
Approval Process
Team Development
Pricing Strategy
Strategy
Procurement
Solution Architecture
Portfolio Management
Articulate
Whatif Analysis
Pricing

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