Kevin Osment
Commercial Solutions Director, Strategic Pursuits @Vmware
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WORK HISTORY
Commercial Solutions Director, Strategic Pursuits @Vmware
Now VMware by BroadcomI am responsible for creating, adapting and communicating commercial solutions (financial & contractual) that support complex, high value, transformational customer decisions. The business case for investment and radical change in IT and Networks is multifaceted and not understood simply through economic models.The customer decision making processes I engage with have a lasting impact to delivering against their strategy, including: operational transformation and agility, enabling access to eco-systems and future innovation, method of procurement of services and risk ownership.
EDUCATION
University of Bath
Bachelor of Science (BSc)
SKILLS
ABOUT KEVIN OSMENT
25+ Years experience in Sales Finance, Commercial Management, Complex Contracting, Business Partnering, BU P&L Performance Management, FP & A (CIMA, IACCM, Economics)Team leadership of 5-40 FTE. Exceptional People Survey Results across Manager Index, Engagement Index, Enablement Index & Customer IndexTo-do list- Set performance benchmarks- Weigh, track and analyze what needs weighing, tracking and analyzing- Understand the value chain- Challenge the thinking- Make better decisions. Intervene smartly and quickly- Lead with insight, manage with data- Build confidence in the numbers and the plan- Interlock budgets and communicate the assumptions; have flex capability- Align incentives to the business plan- Have intelligent processes and policies and good governance- Allocate resources effectively- Attract talent and develop people + organizational capabilities- 80:20Sales Finance + Commercial & Contract Management: Significant experience supporting sales functions to win, retain and deliver business across multiple industries, product types and technologies. Expert in developing commercial tactics and strategies to win complex sales pursuits across public and private sector. Value preservation + value creation. Price to win. Cost to win. Requirements management. Risk management. Competitor ghosting. Present value + future monetization planning. Pre-sales + post sales management.[Broadcom, VMware, Vodafone, Fujitsu]FP & A: Expertise in planning, interlocking budgets, and performance measurement. Product growth, product mix, customer segmentation, retention and acquisition mix planning, bids/run-rate planning, pipeline management, human capital planning, manufacturing capacity planning, list & net pricing, overhead allocation (manufacturing & general), margin contribution, KPIs [Dell]Financial Controllership: Full P&L&B/S management & financial reporting (Statutory & Management, Audit + SOX compliance) for a Business Unit Division [Dell] and Complex Contract Delivery Programme [Fujitsu]Broadcom, VMware, Vodafone, Fujitsu, DellSoftware, SaaS, Hardware, Telecommunications, Systems Integration, Managed ServicesCIMA Qualified Management Accountant (ACMA, CGMA)Contract & Commercial Management - IACCM Advanced Practitioner (CCMAP)Economics BSc University of Bath
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