VMware Intern - Deal Desk

Deal Desk Team Overview:

The APJ Deal Desk team is responsible for supporting SPF (Special Pricing Forms) and ELA (Enterprise License Agreements) thorough standard flow process, from opportunity to booking stages in partnership with the account team. The team consists of five sub-regional teams (ANZ, SEAK, GCH, Japan & India) co-located between Sydney, Singapore, Beijing and India operations centre.

The Standard Workflow, managed by the Deal Desk team, supports established processes & the application of a Deal Desk playbook to solve more complex transactions from inception to booking.

Deal Desk will review all Commercial, Business, Legal & Revenue requirements, to support the Field in achieving the most favorable deal construct for VMware, while delivering an optimal customer solution.

Key responsibilities of the Analyst include:

• Partner with the existing Deal Desk team to assist in scoping, configuration and pricing of quotes. Leverage historical discounting trends to create competitive price quotes. Maintain version control of ELA models and related legal documents for opportunities
• Coordinate Contract & Purchase Order reviews for the booking of all Enterprise License Agreement deals. Ensure all requirements are met to fulfill & complete booking
• Ensure compliance with published sales and business approval policies. Be a sales advocate & partner to internal organizations to understand complex sales issues. Collaborate with impacted parties to identify acceptable options to facilitate deal closures
• Weekly reporting to identify current status of deals; highlight issues & determine next steps
• Special projects as needed

An ideal candidate would have:

• Proven previous software industry, deal desk, Finance, Operations or pricing experience preferred
• Primary degree in commerce, business studies or equivalent
• Experience with software revenue recognition principles (SOP 97-2) is preferred
• Must be a self-starter, highly analytical, with sound decision-making skills
• Ability to multitask and prioritise at times of high volume e.g Quarter-End
• Strong communication and interpersonal skills; must be able to work well with sales as well as internal departments such as finance and legal
• Intermediate MS Excel skills required (macros and pivot tables preferred)
• Fluency in English essential
• Fluency in another language an advantage