Job Description

Why will you enjoy this new opportunity? The Deal Management Team (DMT) is a dynamic team established to support standard as well as highly negotiated, unique or strategic contracts (Enterprise License Agreements) and Special Pricing Forms (SPFs) from inception of a sales opportunity to booking. We have a tremendous opportunity in the market, and we are working hard to capture that opportunity. VMware is growing and growing fast. You can be a part of our growth story as VMware is the only company perfectly positioned to provide the multi-cloud platform for all the applications our customers need to accelerate their business today, and in the future. Deal Management has a key role in this growth, and the Strategy & Policy Team is going to challenge how we can work in a more agile, efficient manner to propel this growth. Our team is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, collaboration, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today. Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

• Within 30 days you will need to:
  • Actively participate in and understand the DMT & S&P team trainings to better understand the overall DMT and participate in the deal team training to understand the role of some of our most key stakeholders.
  • Meet with key business partners within VMWare to forge new relationships and get a better sense of the challenges which are top priority to address.
  • Have a solid understanding of VMW, CDTO, and DMT’s priorities for FY’23.
• Within 90 days you will need to:
  • Actively participate in Product Operations calls to represent DMT for your areas of responsibility ensuring we are optimizing operational processes for new product releases and ensuring adherence to our manual process governance.
  • Be identifying the policies, process, and other governance required for scaling the business for our acquired but non-integrated businesses. Drive the documentation and approval of these key artifacts.
  • Be a key business advisor for the Q2C process for DMT to business partners to ensure deal velocity and execution is optimized.
  • Identify automation opportunities and connect with appropriate stakeholders to help drive.
• Within 180 days you will:
  • Take information from numerous sources and create the right, simple solutions to create the right outcomes for DMT, VMW, and our customers.
  • Shape the governance, policies, and how we will build deals for new offerings & M&A with cross functional business partners
  • Understand how different parts of the business operate and identify ways to drive the business for multiple business units forward in a unified manner.
  • Create policies that are supported by data, supported by relevant business partners to drive the business in the right manner, and be able to present these to the appropriate leaders to get this approved expediently.
  • Lead initiatives to help the DMT understand the SaaS transformation, VMW initiatives and policies, and leverage this to drive their interactions with sales and customers.
  • Contribute and drive the people first culture within DMT.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Gather information from relevant parties to create and memorialize needed policies and obtain required approvals to ratify them.
• Identify gaps in the governance model and propose changes to mitigate these gaps. Document, obtain approval, and train the team and any related stakeholders on the governance model.
• Partner closely with DMT Operations, DMT Deal Teams, and other business partners to prioritize appropriately and create the right solutions for DMT to enable execution at scale.
• Train and educate global deal management team on new policies and the governance model to ensure the team has a solid understanding of the requirements.
• Present complex topics to executive leadership to ensure they understand policy and governance gaps. Gain leadership approval of the appropriate solutions to implement. Clear, concise, and transparent communication both written and oral is required.
• Identify opportunities for new policies in DMT which would enable business to go faster. Create or review these policies that will help the DMT execute faster and more consistently. Gain approval for publication from the DMT Leadership Board.
• Take initiative to gather information from multiple sources, sort through the information for trends, and present it in a simplified and timely manner. Use data to support policy or governance proposals and determine how we can also measure success with data driven results.

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 Tracy O’ Callaghan, Sr. Manager of Deal Management, Strategy, who leads the team from Cork. She has been with VMWare for 15 years holding numerous roles to bring broad experience to the team – from the Compensation team to the Deal Management Team working on Global Process, and now on the Strategy side. She believes that people are our biggest asset and encourages the team to have a curious mind which drives both personal and professional growth. We serve the Global DMT which has primary locations in the US, Costa Rica, Ireland, India, and Singapore and has almost 300 team members. The team is fun, energetic, diverse, and is highly collaborative to drive individual and group success. Where is this role located? Bangalore, India (Flexible): The role is considered flexible and will be a mix of working from the local VMware office, with the option for remote depending on your preferences. You will be expected to live within a reasonable non-daily commute of the office and will be required to be in the office 2 days per week. 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.

• Employee Stock Purchase Plan
• 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

This job requisition is not eligible for employment-based immigration sponsorship by VMware.
Category : Sales
Subcategory: Sales Operations
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2022-08-24
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.