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Sr. Manager, EMEA SaaS Transformation and Offer Management - Opportunity for Working Remotely

Primary Location: Munich,Germany

Additional Location(s): Paris, France; Rome,,Italy; Staines,Surrey,GBR;

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The new role, Sr. Manager, EMEA SaaS Transformation and Offer Management will focus on two main areas of responsibility:

Driving SaaS Transformation programs for EMEA

  • Defining, managing or contributing to key EMEA programs focused on our company transformation towards SaaS/subscription. Typically these are cross-functional initiatives, partnering with EMEA leaders from Core, SE, BUs, PSO/Customer Success, SPP and other functions
  • Proactively identifying acceleration opportunities and gaps in our fast-growing EMEA SaaS/subscription business
  • Contributing to define a 2-3 year target state for our SaaS/subscription business – for EMEA broadly and for SPP. In particular our GTM and customer engagement approach, offerings and commercial propositions, as well as processes and systems needed to succeed
  • Working with key functional stakeholders to drive toward this target state and establish key capabilities in our Field organization

Evolving the Offer Management practice in EMEA

  • Providing guidance and alignment to the Offer Management (OM) teams in NEMEA, CEMEA and SEMEA
  • Developing and scaling the ability of our OM teams to lead our EMEA transformation towards a SaaS/subscription business from a commercial perspective
  • Proposing EMEA needs for the maturity of our OM methodologies and tools and developing new ones
  • Implementing a development framework to raise the profile of all Offer Managers in EMEA
  • Recommending improvements to our large deal eco-system (Cloud Universal, processes, pricing)
  • Champion/coordinate bid specific T&Cs/pricing internally (approvers, Revenue, Legal, Deal Desk)
  • Delivering or coaching on training and workshops for various internal audiences
  • Involvement in recruitment, induction and on-boarding of new hires
  • Partnering with Offer Management leaders in Global, AMER and APJ to further develop  OM best practices
  • Partnering with key stakeholders in SPP, Core Sales and several other functions

The new position will be will be reporting to the Head of EMEA Enterprise & SPP. In addition, it will have a dotted-line relationship to the global Head of Offer Management.

The primary location for this position is can be anywhere in EMEA.


  • Post-Graduate Honours Degree
  • Minimum 10 years deal management and bespoke pricing experience (preferably software industry)
  • Customer facing negotiation/presentation and strategic agreement experience
  • Strong program mgmt skills with proven track record of driving complex, cross-functional programs, with as much as possible global interlock and impact
  • Strong experience in matrix management, in cross functional and multinational environment
  • Ability to manage complex situation by influence (sense of diplomacy and resistance to pressure)
  • Leadership experience with demonstrable people skills
  • First rate analytical skills
  • Excellent communication skills, incl. written and verbal communication to senior audiences

Strong Microsoft Office skills (especially Excel & Power Point)

Category : Sales
Subcategory: Sales Administration
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-04-27

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

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. Job ID: R2106634
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