Analyst, Deal Management Team Heredia, Heredia

**The Elevator Pitch**:Why will you enjoy this new opportunity?**

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, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 30,000+ 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, teamwork, active learning, and giving back. If you are ready to accelerate and innovate, join us as we challenge constraints and problem-solve for tomorrow today.

VMware is seeking an Analyst on the Deal Management Team (DMT) to support our go-to-market efforts in the Americas sales region. The DMT is a group of dynamic individuals established to support standard as well as highly negotiated, unique, or strategic software contracts (Enterprise License Agreements) from the inception of a sales opportunity to booking. The team is skilled and knowledgeable in a variety of areas including deal modeling, revenue recognition, and commercial contract structure.

**Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?**

Analyze and interpret Special Pricing Forms and Enterprise License Agreements and navigate through our systems:

• Within 90 days of employment, become competent with VMware’s rules, guidelines, and standard operations.
• You will work closely with your peers and the enablement team to ensure proper compliance with VMware’s guidelines, legal playbook, and revenue recognition company guidelines for both quoting and contract process.
• You will understand the use of contract templates and guidelines to prepare customer documents.
• You will learn how SaaS discounts might impact our ARR.
• Obtain basic knowledge and seek to learn the products / services that VMware offers.
• After the training and shadowing period with your peers, provide basic guidance and act as internal deal advocate by taking responsibility for leading deal from quote to closing.
• Learn to navigate organizational structure and build relationships or trust with stakeholders.
• Understand the basic commercial components of building a deal and how the financial elements intersect with the terms and conditions.
• Follow internal business processes to solution and seek appropriate guidance / approvals to resolve situations that deviate from standard process or fallbacks.

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

• You will be responsible to review new requests in our CMT tool, to solve our stakeholder inquiries.
• Provide basic guidance and act as internal deal advocate by taking responsibility for leading deal from quote to closing.
• Navigate organizational structure and build relationships of trust with stakeholders.
• Follow established revenue recognition company guidelines for both the quoting and contract process.
• Understand the basic commercial components of building a deal and how the financial elements intersect with the terms and conditions.
• Demonstrate advanced knowledge of tools required, identify system issues, and raise awareness to solve them

**What is the leadership like for this role? What is the structure and culture of the team like?**

You will be joining the Deal Management Team (DMT). The 100+ person DMT is comprised of Analysts, Sr. Analysts, Deal Managers, Segment Managers, Specialists teams, and Operations Specialists. The global team is spread throughout VMware offices including Palo Alto, CA, Austin, TX, Heredia, CR, Cork, IE, Bangalore, IN and Sidney, AU.

The team culture is one based on building trust and on-going development. DMT is committed to the long-term success of the customer, company, and field by providing a best-in-class deal experience that is simple, innovative and drives value with integrity.

We are “One Team” that leverages Execution, Passion, Integrity, Customers, Community (EPIC2) to achieve the best possible outcome for VMware & our Customers

**Where is this role located?**

Flexible: The role is in Costa Rica and it is considered flexible, which is a mix of working from a local VMware office and remote depending on your preferences and the arrangements determined with your future manager. You will be expected to live within a reasonable commute of the office.

**What are the benefits and perks of working at VMware?**

• 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