Business Value Architect is a part of Value Engineering team who demonstrates full competence and comprehensive knowledge of justifying the value across VMware sales cycle.

Value Engineering is an integral part of Strategic Pursuit Practice supporting sales teams in VMware. Reporting to Sr. Manager Value Engineering, this role will focus primarily on supporting the Value Modeling function in conjunction with Collaborative Account Planning in early sales engagements and providing account-based support from Solutions Design to Opportunity Closing. The core responsibilities include (but not limited to) financial business case analysis, business value analysis, account research, industry benchmarking, augmentation/execution of best practices and client/partner engagements. Ability to collaborate effectively across key stakeholders in enabling client success and influence/develop mutually beneficial peer relationships within VMware is vital.

Responsibilities:

• Work directly with VMware’s internal sales organization, Business Solution Strategists, Strategic Pursuit Directors and business partners.
• Provide innovative customer solutions in the form of financial analysis, TCO-ROI study, business value proposals with work-around if necessary.
• Out of the box thinking to create and deliver value models and messaging to VMware account team.  Present to customers remotely along with the account team as the situation demands. 
• Ability to absorb new information readily and use it appropriately.  Master new concepts quickly.
• Develop innovative and complex business case worksheets while addressing customer engagements. Document use-cases in fine print.
• Build and maintain excel models as a part of business to IT cost justification. Ensures quality and efficiency of projects/deliverables.
• Lead team members in solving complex challenges towards customer business cases. Share new thoughts, ideas and expertise in a team setting.  SME in one or more function area.
• Proactively foster relationship with sales managers of a region or a territory.
• Communicate ideas and concepts in a clear and concise manner to the account team and stakeholders involved.
• Deliver messaging on complex topics to an audience with limited functional/ financial/ technical/business knowledge.
• Foster open communication between individuals and teams, co-operation across departments. Work collaboratively with different businesses/groups.
• Successfully present status updates to management staff.
• Ability to know when to expedite issues and provide alternate solutions as part of issue escalation.

Required Skills:

• Bachelor’s degree in Engineering is required.
• Around 7-12 years' experience in Sales, Pre-sales, Strategy & Consulting, Research and Analysis function within a multinational technology company (preferably cloud services and/or software industry)
• Presentation experience to varied persona with specialization in one or more industry verticals.
• Strong proficiency with Microsoft Excel, Word and PowerPoint.  Ability to visualize and design storyboard for sales pitch by connecting research and benchmarks.
• Highly motivated, self-starter, strategic/analytical thinker with a "can-do" attitude, flexibility to accommodate evolving business needs and a keen eye for details.
• Ability to deal with ambiguity and navigate through a high-paced, fast-changing and sometimes unpredictable work environment.
• English language skills preferred with strong communication, interpersonal, and organizational skills. Ability to engage and influence individuals at all levels.
• Preferred experiences in sales transformation, business planning, account planning & execution.
• Ability to speak Japanese language is a big plus.

Capabilities:

• Customer Focus: Works cross-functionally to resolve customer issues/concerns. Proactively seeks to solve customer problems or assists others in solving customer problems.
• Communication Skills: Communicates very well publicly. Convey information accurately while adding valuable insight detailed when necessary, succinct when not. Probe by listening well and observing responses and reactions, without interruption, pre-judgement or assumption.
• Productivity skills: Contribute in meetings and at times may present findings.  Review their own work for thoroughness, quality and accuracy, recognize when changes are required.  Review others work.

Category : Client Support
Subcategory: Customer Support
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Work From Home: No
Posted Date: 2020-04-03

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