Job Description 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 centre to the virtual workplace, empowering customers with solutions in the software-defined data centre 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 an Analyst on the Deal Management Team (DMT) to support our go to market efforts in the Americas 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? 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. You will also learn how to navigate through all applications & tools used across the Deal Management Team (Salesforce, Confluence, CPQ, ModelN…) 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. 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 basic 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 Obtain basic knowledge and seek to learn the products/services that VMware offers. 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? You will be joining the Deal Management Team (DMT). The 100+ person DMT is comprised of Analysts, Sr. Analysts, Deal Managers, Segment Managers, Specialists teams, and Operations Specialists. The global team is spread throughout VMware offices including Palo Alto, CA, Austin, TX, Heredia, CR, Cork, IE, Bangalore, IN and Sidney, 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? Bangalore, India 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 www.benefits.vmware.com. Medical Coverage, Retirement, and Parental Leave Plans for All Family Types Generous Time Off Programs 40 hours of paid time to volunteer in your community Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities Financial contributions to your ongoing development (conference participation, trainings, course work, etc.) Wellness reimbursement and online fitness and wellbeing classes 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. Category : Sales Subcategory: Sales Operations Experience: Manager and Professional Full Time/ Part Time: Full Time Posted Date: 2022-12-07 VMware 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.