Offer Manager - Paris based
VMware
Paris La Defense Cedex, France
il y a 3j

Job Description

Reporting to the SEMEA Enterprise director, the Offer Manager will develop a support function to the France Field Sales Organization, focusing primarily on delivering commercial expertise for large sale opportunities (ELAs) with existing strategic accounts.

This is a role that encompasses the development and augmentation of best practice delivered through tools, materials and process for large, complex software transactions in the SEMEA region.

Role Responsibilities :

  • Primary regional advisor for ELA contract structures and terms and conditions
  • Primary regional advisor for opportunity pricing options and related tactical recommendations
  • Development of up-sell and cross-sell opportunity best practice at prospectus / proposal stages
  • Produce and present customer financial business cases on behalf of Field Sales (ROI and RoCE)
  • Champion / coordinate bid specific T&Cs / pricing internally (approvers, Finance, Legal, Deal Desk)
  • Proactively consider and recommend improvements to large deal eco-system (process, pricing)
  • Develop and deliver ELA training and workshops for in-region sales representatives
  • Requirements / Competencies :

  • Third-Level-Degree
  • Minimum 3 years large deal pricing experience (preferably software industry)
  • Minimum of additional 5 years sales or finance experience (preferably software industry)
  • Enterprise License Agreement experience
  • First rate analytical skills
  • Excellent communication skills
  • Fluent English required, other languages a plus
  • Strong Microsoft Office skills (especially Excel & PowerPoint)
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