Senior Offer Manager South East Asia

**Why will you enjoy this new opportunity?**

As part of the **APJ Application & Cloud Transformation Team** **Offer Management Team,** you will work closely with our biggest and most strategic customers in Korea to help them with their digital transformation and generate 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 for strategic opportunity value proposition including pricing options and related tactical customer-facing recommendations and presentations:

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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 a variety of the following assignments:

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Preparation of various commercial analyses** in Excel including but not limited to spend history & installed base (IB) analysis, Business as Usual (BAU) analysis, and customer contract analysis.
- ** Development of Bill of Material** (BOM) for pricing.
- Development of transformative commercial offers transitioning **from perpetual to SaaS/subscription-based**.
- ** Detailed pricing strategy development, modeling, and what-if** analysis to align customer requirements with VMware's vision.
- ** Provide advice on contract structure, T&Cs and deal approval (DMT), escalation, timelines, and rules.**:

- ** Develop up-sell and cross-sell technology and commercial scenarios.**:

- ** Prepare detailed commercial offers, value proposition, and customer material **in Powerpoint and present them to our Korean customers (Korean language skills are a plus).
- ** 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 our Korean customer's procurement and support negotiations **with the core team and customer.

**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 **Eric Weber, Senior Manager** leading the **ACT APJ Offer Management Team **and looking after the team from Singapore. He has held various pricing and commercial positions in the high-tech industry before joining VMware. 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 team is distributed across and works from different parts of APJ, closely collocated with our customer and account teams. Regardless of the wide geographical overage, the team places a high focus on collaborative work and best practice sharing to bring the best from the team's diverse background and regional engagements together to help shape world-class proposals and help our sales teams to close deals.

**Where is this role located?**

Flexible: While the role is focused on supporting our Korean customers, it is considered flexible and will be a mix of working from a local VMware office in Singapore / Korea and remote depending on your preferences