Role : Offer Manager, SEAK Offer Management
Position Summary :
Reporting to 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
Post-Graduate University degree
Minimum 5 years deal management and bespoke pricing experience
IT Industry experience
Demonstrable analytical excellence
Fluent English language & local language (region / location dependent)
Strong communication, interpersonal, and organizational skills. Ability to engage and influence individuals at all levels.
Presentation skills and Problem-Solving skills
High-touch solutions sales experience
Bid management experience
Professional qualifications (MBA, ICM, CMA)
Large complex deals and Enterprise Licensing Agreement experience
Contractual T&Cs management skills
Strong proficiency in 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 the 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