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VMware Sr. Manager, Discounting and Value Management DMT in Austin, Texas

Sr. Manager, Discounting and Value Management DMT

About Us

VMware is a global leader in cloud infrastructure and business mobility. VMware accelerates customers’ digital transformation journey by enabling enterprises to master a software-defined approach to business and IT. With VMware solutions, organizations are building extraordinary experiences by mobilizing everything, responding faster to opportunities with modern data and apps hosted across hybrid clouds, and safeguarding customer trust with a defense-in-depth approach to cybersecurity.

About the Opportunity

VMWare’s Deal Management organization is looking to improve the efficiency and effectiveness of VMware’s discounting and value management activities on a global basis. This includes the design and thought leadership around deal scoring to evaluate deal scoring & deal guidance within CPQ. The objective of which is intended to reduce deal flow friction on standard deals and ensure appropriate approvals and compliance on non-standard deals.

This highly visible role will reside within our Deal Management Team and focus on leading global projects with significant financial impact that enable the transformation of the end-to-end process through operational improvements, financial tools, and policy changes.


Core duties and responsibilities include the following:

  • Execute sophisticated analyses including modeling, simulations, statistics, and decision analysis linking operational, commercial, and technological elements to financial performance.

  • Design and plan transformation efforts on behalf of the Deal Management Team to streamline the complete end to end Deal Score/Deal Guidance process, metrics, resource allocation, and financial guidelines.

  • Manage Compliance initiative to drive the integration various attributes of Compliance into Deal Scoring & Flow.

  • Act as Finance Business Lead for CPQ and other IT system projects with significant business process and policy redesign; responsible for coordination of finance workstreams, requirement gathering with Finance Stakeholders, and coordination with IT technical development teams.

  • Present and work with executives in all these functions.

  • Attract, develop, and retain extraordinary talent.

Desired Skills:

  • Highly analytical and process oriented mind with strong quantitative abilities and a solid strategic sense.

  • Superb verbal and written communication; able to distill and present complex financial, operational, and organizational analyses into action-oriented recommendations.

  • Strong interpersonal and collaboration skills who can communicate and work with different organizations.

  • High energy and an interest in working in a results-oriented, fast growth environment.

  • Excellent organizational skills along with strong attention to detail and accuracy.

  • Inventive, open-minded, with willingness to grow.

Requirements, Education and Experience:

  • 10+ years of experience in Finance roles supporting go-to-market areas (e.g. Sales Finance, Deal Desk, Pricing, etc.).

  • 3+ years of recent experience working for High Technology companies in the Fortune 500 (with prior experience in software companies being a major plus).

  • Familiarity with a High Technology company’s opportunity, deal, and order management systems, with proven exposure to pricing, deal negotiation, and sales support.

  • Proven experience participating in the implementation of a financial, CPQ or order management system, including strong understanding of their architecture, is required.

  • Familiarity with pricing principles, business models, and route-to-market concepts.

  • Proven experience developing and leading teams.

  • Strong, demonstrated program and project management skills.

  • Expert-level proficiency in Excel and SQL as well as solid experience with Oracle Business Suite / SAP HANA, CPQ packages, and large datasets is required.

Category : Finance

Subcategory: Finance

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2021-04-07

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.