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Summary

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. Our team of 20,000+ 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, 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.

This role will sit in VMWare's Security Business Unit, VMWare VMware; a leader in cloud-native endpoint protection dedicated to keeping the world safe from cyber-attacks. The VMware VMware Cloud consolidates endpoint protection and IT operations into an endpoint protection platform (EPP) that prevents advanced threats, provides actionable insight and enables businesses of all sizes to simplify operations.

Why You Matter

Reporting to Director of Global Sales Operations, this role will be the critical leader of the Deal Desk team, supporting sales in the efficient and effective management of deal transactions to accelerate sales cycles, reduce friction in deal transactions and share best practices to increase sales productivity.

Job Description

• Quote support – Support sales in the quoting of complex deals; share best practices on quote execution; partner with IT to drive improvement in CPQ processes and features.  Cultivate best practices and implement process improvements to optimize CPQ for Sales.
• Deal Approvals - Work cross functionally across stakeholder groups; revenue, legal, sales ops, order management, to help facilitate deal approvals.  Ensure approvals for non-standard deals have been properly documented in accordance with CB policies and processes, escalated to the appropriate approval level, and resolved within SLA (where appropriate); Partner with Revenue Accounting team to review or address revenue/booking recognition concerns for non-standard deal structures; Cultivate best practices and implement process improvements to optimize deal approval for Sales.
• Deal Issue Management - Partner with Sales, Ops Primes, Product and back office functions to problem solve and help define effective deal structures to reduce deal friction on complex transactions.
• Ad-hoc Reporting – provide ad-hoc reporting and support to critical transaction related initiatives.
• Best Practices – Develop, document and proactively train sales and Deal Desk in best practices, policies, knowledge base, templates, tips, training and FAQs to accelerate deal execution at scale. 
• Deal Desk Operations – Work independently on assignments and escalations and apply judgment in resolving issues or in making recommendations; Build out a scalable deal desk function and improve our day-to-day processes and systems; identify process improvements and formulate creative solutions when needed; Ensure effective reporting on performance of deal desk functions to SLA.
• Deal Desk Team - Train, develop and support the deal desk team to become a highly effective function.  Ensure cross training across the team to enable effective role coverage for vacations and sickness.

Experience

• 10+ years’ SaaS industry experience (Deal Desk, Finance, Sales Operations)
• Experience in dealing with complex, cross-functional deal management
• Process improvement and/or project management experience implementing new Quote to Order system
• Excellent interpersonal skills; ability to articulate verbally and written, willingness to appropriately debate difficult issues, ability to think quickly
• Strong research, analytical, and problem-solving skills, and attention to detail
• Ability to work independently and excel in a fast growing/fast paced environment delivering accuracy while managing to deadlines where adaptability is imperative
• Ability to understand broader business and financial issues and juggle multiple projects and tasks
• Expertise with Salesforce.com applications
• Bachelor’s degree or equivalent combination of education and experience

This job requisition is not eligible for employment-based immigration sponsorship by VMware.

Category : Sales
Subcategory: Sales Administration
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2020-06-02

Networking & Security: IT departments are spending more on security than ever before, but the damage caused by data breaches keeps getting worse. To solve this problem, VMware’s Networking and Security team is challenging traditional thinking about IT security. We take a software-based approach that brings customers new levels of usability and effectiveness in today’s fast-changing public and private cloud environments. We’re tackling one of IT’s toughest problems by helping customers manage networking and security services through a single pane of glass across diverse environments. Our software solutions free IT environments from physical constraints to help them achieve superior agility, tighter security, and faster provisioning. Are you looking for the opportunity to help revolutionize IT security? We invite you to join our tightly knit team that’s driven to quickly deliver top-quality solutions to this pressing industry problem. You’ll boost your career by working on cutting-edge innovations in the cloud, security, networking, SD-WAN, and container spaces.

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.