Senior Commercial Solutions Manager

**Role - Senior Commercial Solutions Manager (Telco/CSP)**

**Job Location - Italy, Spain, France, Romania or Hungary.**

**Why will you enjoy this new opportunity?**

Communication Service Providers (CSPs) are adopting virtualization and cloud technologies to transform the delivery of core & radio access network components as they become providers of innovative 5G and IoT services. With a proven track record in virtualization and cloud technologies, VMware is recognized as a leading vendor in Telco Cloud solutions for digital transformation.

We are looking to extend our team of Senior Commercial Solutions Managers supporting our largest and most strategic Telecoms/CSP customers in EMEA. This Commercial Solutions team partners with the VMware sales organisation and plays a key role in financial value discussions with EMEA CSPs. As Senior Commercial Solutions Manager, you will have a fantastic opportunity to shape understanding of value drivers across the VMware portfolio, with a focus on Telco Cloud and Radio Access Network (RAN) virtualisation, to create and negotiate compelling commercial offers.

You will operate within VMware’s Application and Cloud Transformation function which currently consists of around 100 professionals in various high-impact functions. Our objective is to accelerate VMware business with our largest customers through supporting field-based teams across three EMEA regions.

**Success in the Role: What are the performance outcomes you will work toward completing?**

You will support the VMware Telco sales organization with a primary focus to deliver commercial expertise for large and complex sales opportunities within the EMEA Communications Service Provider sector.

Within the first 3 months you will:

- Gain knowledge & understanding of VMware products and services with a focus on Telco Cloud propositions sufficient to be able to present during customer engagements
- Collaborate with experienced members of the VMware Application and Cloud Transformation team on customer engagements
- Develop a working understanding of VMware business processes & best practices

Within the first 6 months you will:

- Become the ‘go-to’ person for commercial input for your designated accounts/region
- Develop, orchestrate and present financial & business case evaluation within high quality customer commercial proposals
- Define commercial strategies that accelerate customer adoption of VMware technology that deliver customer value and VMware revenue growth, negotiating high value commercial topics within agreed parameters

During your first year you will also:

- Demonstrate an innovative mindset and drive a customer first approach
- Contribute to the ongoing development of VMware CSP/Telco commercial propositions through collaborating with various stakeholder groups across the organisation

**The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**
- Pricing strategy development, Excel based modelling and what-if analysis to align customer requirements with VMware goals
- Prepare & present detailed commercial offers and value propositions to customers
- Develop negotiation strategy with the account team
- Engage with VMware Business Units to maintain deal strategy & goal alignment
- Customer engagement, including commercial needs discovery and terms negotiation
- Provide guidance on contract structure, terms & conditions and interface with internal approval processes
- Collaborating with VMware teams and interacting with customers across Europe, Middle East & Africa (proficiency in multiple languages would be advantageous).

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

This role reports to Neil Smith, Head of Telco & CSP Commercial Solutions for EMEA and has a strong partnership with the Telco sales organisation and Service Provider & Edge business unit.

Collaboration is essential for success and the team is adept in orchestrating evaluation of complex customer scenarios with multiple distributed stakeholders.

VMware is a growing company with a tremendous opportunity for many exciting challenges. You must have the desire and ability to work in a dynamic and fast-paced environment to be successful in this role.

At VMware, we strongly support and believe in our people, their imagination, ingenuity and talent. You will be part of an international team that deeply values execution, passion, integrity, customers and community.

**Where is this role located?**

The location is flexible within the following EMEA countries: Italy, Spain, France, Romania and Hungary. You would have flexibility of working from home or a local VMware office.

This is a customer facing role with potential for infrequent travel within EMEA and occasional travel to U.S. so it would be beneficial to live within reasonable distance of a major airport.

**What are the benefits and perks of wor