Advisory Systems Engineer

Job Location: Bentonville, AR

The EMC Global Account segment continues to be a critical component of our go-to-market strategy to drive global growth, market expansion, and TCE in EMC's most exclusive customers. Global Accounts is structured for continued success allowing for maturing requirements and evolving market changes. As we continue raise the bar and add to our talent pool of Technology Thought Leaders, the Global Architect is a critical role in our Global Accounts.

Role responsible for providing presales consultancy for a named Global Account(s), working closely with the Global Account Manager to help meet revenue, customer satisfaction requirements & develop customer understanding of EMC portfolio. Owns the technology relationships CxO level & provides technology thought leadership. Responsible for execution of all technical interaction of the customer engagements, a Technology Evangelist.

The primary purpose of this role is to manage this major account and to build on existing relationships in order to identify, develop, manage and close business opportunities and increase EMC’s presence and develop a pipeline of business and increase our strategic relevance in the next 36 month time frame using the entire One EMC portfolio.

Job Description:

· Provides technical leadership and direction to customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the assigned market.

· Assists in the analysis, design and development of fully integrated technology solutions.

· Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. Technical emphasis is on hardware capabilities, software requirements and systems integration.

· Makes technical and sales presentations to customer's technical staff and senior management.

· Understands EMC and competitive technology and business applications within the assigned market.

· Assists in the development of responses to customer requests and proposals as required.

· Conducts research, answers questions and removes objections that arise in a sales campaign.

· Serves as a trusted technology advisor to customers and serves as an internal resource on technical issues or specific business applications within an assigned market segment.

· Makes technical and sales presentations to technical staff and top management.

· Frequent travel to different regions around the globe is part of the remit.

Job Responsibilities:

· Works with Global sales team to develop and implement specific account penetration strategies, produce account specific product and service and sales plans.

· Maintains knowledge of competitive solutions to effectively address and dispel customer objections to EMC solutions, and train the account team.

· Anticipates technology and/or market trends and provides guidance on their application to external customers and feedback of business requirements back into EMC's engineering and marketing organizations.

· Successfully builds relationships with the account team, partners and customers in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate.

· Owns technology relationships with key customer decision makers typically CxO level and in different Geographies.

· Leads technical sales calls, architects and documents EMC software, hardware and service solutions to meet customer and sales objectives.

· Completes required presales documentation quickly and accurately.

· Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.

· Assumes technical leadership role in Sales and Services Leadership Meetings.

· Presents and markets the design and value of proposed EMC solution and business case to customers, prospects and EMC management.

· Preferably has knowledge of Finance market and technology solutions to meet the need of the customer base in that vertical.

· Leads virtual technology teams as appropriate around the globe engaged on specific opportunities or activities in account.

Qualifications:

· Knowledge of Datacentre Architectural principles, current vendor portfolios.

· A minimum of 6 years of domain experience in the applications or networking industry as an architect, systems engineer, or consultant

· Excellent written, verbal, and presentation communication skills.

· Working knowledge of, one of following - Virtualization, Network Convergence, or Cloud Architectures. Cloud Architect, TOGAF certification or similar desirable.

· EMC Proven & has hands on ability in appropriate technology fields

· Focused on supporting customer initiatives in the Virtualization, Network Convergence, and Cloud Enablement markets.

· In-depth Knowledge and extensive experience of networking media, protocols and vendor portfolios.

· Experienced working knowledge of multiple server architectures, distributed systems and platform operating systems.

· Experienced working knowledge of Data Center Design characteristics including, but not limited to, power, cooling, racking, cabling, operations, and security.

· Experience in two of the following full VMWare portfolio or Microsoft Hyper-V or Citrix virtualization architectures.

· Experience with designing, building, installing, configuring and supporting multi-terabyte information infrastructure for ESX server deployment and migration of conventional systems into virtualization.

· In-depth ability to evaluate, recommend, and select data application specific cloud design concepts, including Microsoft, Oracle, SAP, vBlock architecture and meta data management tools.

· Knowledge or certification in ITIL or similar qualification.

· Knowledge of BI/DW solutions and design principles.

· Masters degree in Computer Science, Electrical Engineering, Physics, Mathematics, focused on distributed systems, telecommunications, or networking is desired

Interpersonal Skills:

· Leading virtual teams.

· Cross-Functional skill.

· Results driven.

· Excellent written, verbal, and presentation communication skills.

· Ability to multi-task

· Organizational skills.

· Customer focused technology leadership.

· Consultative skills.

· Participates in mentorship of more junior SE family members.

Job ID: 109228BR

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