Pricing Manager/Opportunity Consultant
The Pricing Manager or Opportunity Consultant position will be based in Reston, VA office. This position will report into VMware?s US Public Sector Finance organization and will coordinate with other corporate distributed groups as necessary and required. The manager must be able to multi-task and manage conflicting priorities in a schedule driven environment, and collaborate with VMware internal processes, Pursuit and Capture requirements, Sales Management and proposal teams to develop pricing and win strategies while ensuring compliance and schedule adherence. The Opportunity Consultant/Pricing Manager will provide leadership in all phases of price/business volume preparation, review and provide oversight of work products of the team prior to release. The candidate must have a good understanding of the software industry pricing methodologies and associated professional services for a commercial company operating in the public sector; must have the ability to work independently and assist in the review of detailed product and service SOWs, and prepare and actively participate in all levels of proposal reviews. Typical duties will include RFP Analysis, pricing model development, bid configurations review, and compilation of pricing source data and preparation of customer pricing formats in collaboration with indirect and direct go-to market colleagues, matrixed and distributed corporate deal management team. The candidate must have the ability to prepare and oversee the preparation of accurate, complete and compliant public sector cost/price and business proposals. Pre-Sales Direct Responsibilities: ? Manage large/strategic deal pricing and review processes to ensure smooth approval across various stakeholders and central point for archiving of decisions reached. ? Responsible to lead executive price reviews, prepare pricing reports for projects and lead and effectively collaborate/interface with a team of distributed resources (Deal Desk, Revenue Recognition, Contracts, Legal, Sales and Finance resources). ? Responsible for the day to day coordination, management and preparation of new (pre-award) business price proposals to include RFP Analysis, pricing model development, bid configurations review, and compilation of pricing source data and preparation of customer pricing formats ? Responsible for reviewing and providing compliant content for solicitation pricing requirements and related proposal documents; to include ?sign-off?; verifying fully compliant pricing proposal work-products. ? Responsible for protection of company pricing strategies and associated approaches. ? Responsible for adherence to company policy and government regulations. ? Ensure compliance with VMware pricing and estimating procedures, advise leadership of pricing requirements/obligations and provide interpretation of RFP requirements. Pre-Sales Participatory Responsibilities: ? Effectively operate in a commercial company to accurately create winning pricing strategies and participate in internal monitoring and implementation processes. ? Support business units on major proposals and initiatives to include Color Team reviews and non-standard requirements. ? Interact with personnel and management at all levels concerning matters of significance to the company related to price proposals. Coordinate with other business management leaders and staff as necessary to adhere to a standardized pricing review process for consistency and quality control. ? Participate in Strategic Pipeline opportunity selection, prioritization and critical reviews ? Establish relationships and participate with Contracts, Legal and other functional internal departments and attend internal meetings as appropriate Post Sales Direct Responsibilities: ? Responsible for all pricing efforts related to designated post award task-orders and change proposals. ? Serve as Public Sector pricing subject matter expert to VMware corporate functions. ? Interact and coordinate with other business management leaders and staff, on a daily basis, to adhere to a standardized pricing review process for consistency and quality control. ? Become a trusted business partner to business units and engagement leadership by working with finance, contracts, sales, operations, subcontractors and engagement partners to understand price ramifications related to solutions, proposals and bid offerings. ? Ensure pricing compliance with contractual terms and conditions. Post Sales Participatory Responsibilities: ? Maintains current knowledge of relevant pricing procedures and practices internally and through professional development activities. ? Participates in special projects as required. ? Establish close working relationships internally with VMware?s Finance, Deal Management Team, Renewals, Professional Services, Partners and Distribution Organizations. ? Attend internal meetings as appropriate. Qualifications and Requirements: ? Bachelor?s degree and 8+ years of relevant pricing and business operational experience, including 3+ years leading Cost Volume Teams and ensuring RFP and regulatory compliance. ? Comprehensive operational knowledge of pricing and contracts in a commercial company operating in a public sector contracting environment, to include GSA schedule, MFC (Most Favored Customer), BPA?s, ELAs, IDIQs, GWACs, sole-source and competitive stand-alone bids. ? In-depth knowledge of FAR, FAR supplements and other applicable FED & SLED government regulations. ? Strong operational deal flow approval management and documentation capabilities. ? Pricing experience and familiarity with various acquisition environments (LPTA, Set Aside, Best Value) and various contract types (FFP LOE, T&M, LH). ? Strong price proposal development skills, strategy development, recordkeeping and solid subcontractor negotiation capabilities. ? Experience in validation of estimates, estimating approaches, and data driven estimating ? Must be able to effectively manage competing priorities and deadlines, and handle multiple tasks in a fast paced environment. ? Excellent oral and written communication skills. ? Advanced MS Excel and Word skills as well as deal SharePoint or website administrator capabilities. ? Proven leadership skills, excellent interpersonal skills, and the ability to mentor, manage, and collaborate with various internal functional groups. ? Be able to work under pressure, prioritize and meet government as well as internally imposed deadlines. ? Be an active, passionate and quick learner. VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.