Job Location: Bengaluru
Business Value Modeling – Senior Analyst, will be a part of VMware s Value Engineering team who demonstrates full competence and comprehensive knowledge of technology and finance, which enables him to justify the value of IT Transformation to a CIO or CTO. Value Engineering is an integral part of Strategic Pursuit Practice supporting sales teams in VMware. Reporting to Manager, WW Business Value Modeling, this role will focus primarily on supporting the Value Modeling function in conjunction with collaborative account research and planning in early sales engagements and providing sales support from a value selling perspective that fits with the overall C-level story. The core responsibilities include (but are not limited to) account research, financial business case analysis, business case presentation and objection handling, augmentation/execution of best practices, and client/partner engagements. The 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, 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 customers.
- 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 the fine print.
- Build and maintain excel models as a part of the 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. Subject Matter Expert in one or more functional areas.
- Proactively foster relationships with sales managers of a region or a territory.
- Communicate ideas and concepts in a clear and concise manner to internal and external customers.
- Deliver messaging on complex topics to an audience with limited functional/ financial/ technical knowledge.
- Foster open communication between individuals and teams, co-operation across departments. Work collaboratively with different businesses/groups.
- Ability to know when to expedite issues and provide alternate solutions as part of issue escalation.
Required Skills:
- BE/BTech + MBA Required.
- Around 2 to 6 years experience in Consulting, IT Pre-sales, Strategy and Analysis function within a multinational technology company (preferably cloud services and/or applications/software industry)
- Customer presentation experience with specialization in one or more industry verticals.
- Strong proficiency with Microsoft Excel, Word, and PowerPoint. Ability to visualize and design a storyboard for sales pitch by connecting business and technology drivers for customers.
- 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.
- Executive presence with good English language and communication skills, interpersonal, and organizational skills.
- Preferred experience in IT transformation, IT to Business alignment, Account research, and Value selling.
Persona and 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 : 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-judgment, or assumption.
- Productivity : Contribute to meetings and at times may present findings. Review their own work for thoroughness, quality, and accuracy, recognize when changes are required. Review others work.
- Tech knowledge and ability to absorb technical content – Cloud, Virtualization, Applications, etc., desired presales or technology experience
- Basic knowledge of financial analysis – cashflow analysis, ROI/TCO, cost/benefit analysis
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