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Offer Manager, ANZ

Primary Location: Southbank,Melbourne

Additional Location(s): Nishi,Canberra,AUS; Sydney,New South Wales,AUS;

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Role: Offer Manager, ANZ

Location: Sydney, Melbourne, or Canberra

Position Summary:

  • Reporting to the Director of APJ Offer Management, the Offer Manager will provide a dynamic support function to the APJ Strategic Pursuit Practice (APJ Enterprise Sales organization), focusing primarily on providing commercial deal expertise on large and complex sales opportunities within existing strategic accounts. This is a role that encompasses the augmentation and execution of commercial/financial deal-related best practices for Enterprise License Agreement (ELA) transactions across APJ. We are looking for a highly motivated talent as a self-starter, a team player, a strategic/analytical thinker with a “can-do” attitude, with the flexibility to accommodate evolving business needs and a keen eye for details.


  • Primary advisor for strategic opportunity value proposition including pricing options and related tactical customer-facing recommendations and presentations
  • Development of up-sell and cross-sell opportunity best practice at prospectus/proposal stages
  • Primary advisor for Enterprise Licence Agreements and other commercial programs
  • Produce and present customer financial business cases on behalf of Field Sales (ROI and RoCE)
  • Champion/coordinate bid specific T&Cs/pricing internally (approvers, Revenue, 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

Required Experience


  • Post Graduate University degree
  • Minimum 5 years deal management and bespoke pricing experience
  • IT Industry experience
  • Demonstrable analytical excellence
  • Customer-facing experience
  • Fluent English language & local language (region/location dependent)
  • Strong communication, interpersonal, and organizational skills. Ability to engage and influence individuals at all levels.

Highly desirable

  • Presentation skills and Problem-Solving skills
  • High-touch solutions sales experience
  • Financial acumen
  • Bid management experience
  • Professional qualifications (MBA, ICM, CMA)


  • Large complex deals and Enterprise Licensing Agreement experience
  • Contractual T&Cs management skills
  • Strong proficiency with Microsoft Excel and PowerPoint
  • Ability to deal with ambiguity and navigate through a high-paced, fast-changing, and sometimes unpredictable work environment.
  • Mentoring / Team lead experience

Other expected capabilities:

  • Strategic Thinking & Analytic Problem Solving: Ability to break down complex problems in a simplified way, creativity of ideas, innovation: develop and run analytical models to test out and refine the various strategies we may be considering
  • Project and Program Management Skills: Experience in estimation, planning, design, and implementation of business and IT efforts at software companies. Effective in influencing and making high-quality decisions and taking decisive action
  • Business Leadership Skills: Strong, team-oriented leadership skills. Able to frame and confront issues and make tough decisions. Self-directed with strong initiative
  • Communication Skills: Strong communicator equally adept at communications strategy and execution, with the ability to craft a full range of clear, high-impact communications. Ability to communicate in an open and authentic manner in all situations
  • Process Improvement Skills: Ability to analyze poorly defined areas and processes within a cross-functional organization. Effective in implementing new and improved processes
  • Influencing and Interpersonal Skills: Able to establish and build close working relationships. Strong personal credibility and counseling skills. Team-oriented planner and decision-maker. Able to creatively drive consensus

Category : Business Strategy and Operations
Subcategory: Business Operations Analyst
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2021-04-15

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: R2106517
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