Deal Manager, Deal Management Team

**The Elevator Pitch: Why will you enjoy this new opportunity?**

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era. A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 30,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate and innovate, join us as we challenge constraints and problem solve for tomorrow today.

VMware is seeking a Manager on the Deal Management Team (DMT) to support our go to market efforts in the Asia Pacific and Japan (APJ) sales region. The DMT is a group of dynamic individuals 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.

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

Manage, analyze and interpret Enterprise License Agreements and navigate through our systems:

- Within 90 days of employment, become competent with VMware’s rules, guidelines, and standard operations.
- You will work closely with your peers and the enablement team to ensure proper compliance with VMware’s guidelines, legal playbook, and revenue recognition company guidelines for both quoting and contract process.
- You will understand the use of contract templates and guidelines to prepare customer documents.
- Obtain basic knowledge and seek to learn the products / services that VMware offers.

Assist in deal negotiations:

- After the training and shadowing period with your peers, provide basic guidance and act as internal deal advocate by taking responsibility for leading deal from quote to closing.
- Learn to navigate organizational structure and build relationships or trust with stakeholders.
- Understand the basic commercial components of building a deal and how the financial elements intersect with the terms and conditions.
- Follow internal business processes to solution and seek appropriate guidance / approvals to resolve situations that deviate from standard process or fallbacks.
- Understand the use of contract templates and guidelines to prepare customer documents.
- Responsibility for final deal approvals in the system for the team across APJ

**The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**
- Provide basic guidance and act as internal deal advocate by taking responsibility for leading deal from quote to closing.
- Navigate organizational structure and build relationships of trust with stakeholders.
- Follow established revenue recognition company guidelines for both the quoting and contract process.
- Understand the commercial components of building a deal and how the financial elements intersect with the terms and conditions.
- Demonstrate advanced knowledge of tools required, identify system issues, and raise awareness to solve them.
- Follow internal business processes to solution and seek appropriate guidance/approvals to resolve situations that deviate from standard process or fallbacks.
- Seek understanding of who the customer is, and their requirements.
- Understand the use of contract templates and guidelines to prepare customer documents.

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

The DMT is comprised of Analysts, Sr. Analysts, Deal Managers, Segment Managers, Directors, Specialist teams, and Operations Specialists. This position will report to a Senior Manager that is aligned with a particular sales segment in the APJ region. The global team is spread throughout VMware offices including Palo Alto, CA, Austin, TX, Heredia, CR, Cork, IE, Singapore, Bangalore, IN and Sydney, AU.

The team culture is one based on building trust and on-going development. DMT is committed to the long-term success of the customer, company, and field by providing a best-in-class deal experience that is simple, innovative and drives value with integrity.

We are “One Team” that leverages Execution, Passion, Integrity, Customers, Community (EPIC2) to achieve the best possible outcome for VMware & our Customers

**Where is this role located?**

Flexible: The location of this role is Singapore. Work will be flexible and alternate between the VMware office and home office.

**What are