Cloud Business Sr Acct Mgr

Job Location: Hopkinton, MA

JOB DESCRIPTION

The EMC Cloud Business Lead plays an important leadership role working with the DVP and DSS in developing the EMC territory strategy for leading our customers on the “Journey to the Cloud”. By delivering on the promise of providing choice in how business productivity tools and Line of Business applications are delivered either on premises, in the Cloud, or in a hybrid approach, our customers can achieve their most critical business goals in an efficient and cost-effective manner.

EMC has an exciting opportunity for a senior Sales Executive role to help lead sales campaigns and opportunity development, enhance training of the EMC field sales org, drive new technology adoption, refinement of business process, and sales of our key Cloud solution offerings though our partnerships with Cisco, VMware and VCE.

In the role of Cloud Business Lead, you will need to understand the (End to end) solutions required and help lead the responsible transformation of the field by acting as quarterback/ help lead the team of resources to gain an EMC decision, and by working closely with other EMC Area BU resources from BRS, Services Sales Executives and partner organizations in bringing deep expertise to prepare our customers for their Journey to the Could.

The most successful Cloud Business Lead brings the following to the role:

• A 301 level of experience in VMware engineering integration with all EMC Storage, Data protection and data mobility solutions

• A 301 level of understanding of the customers LOB’s role in Tier 1 Application deployment, including customers decision matrix for supporting infrastructure

• A 301 level of experience in Application requirements for infrastructure, including Converged Infrastructure

• A 201 level of understanding in Service Catalogue use for ITaaS

• A 201 level of understanding in “Public Cloud Computing” models including technology and cost structures

• Ability to be the customers strategic advisor for “Journey to the Cloud” at the CXO level

• A continuously expanding knowledge of requirements for Cloud computing deploying Converged Infrastructure, private, and hybrid cloud technology

Additional KPI’s under consideration for EMC Cloud Business Lead are as follows:

• Converged Infrastructure Sales metrics, V+E+_

• V+C+E and vBlock and VSPEX Sales

• VE – EMC product drag on V + E opportunities

• Focus Account Program – VSPEX, vBLOCK and V + E Penetration & EMC product drag

• VMware ELA Resell/VMware Counterpart relationship maintenance

• Cisco Counterpart relationship maintenance

• Marketing/Enablement (new “personalized” social networking platforms)

The Cloud Business Leadcandidate should possess a wide range of previous work experience – the job description and the four points below should help you get a better picture of the characteristics of a successful candidate. We hire for SEEP defined below:

1. Solution Knowledge: Technical chops are the table stakes to get into the interview cycle. Must have deep expertise in VMware virtualization and cloud infrastructure solutions (VSP or higher). Having tangential technical certification (application, network, storage, project management) is looked on favorably.

2. Enablement: The right attitude is critical in this role. An ability to formally and informally impart their domain expertise is hard to describe and harder to actually do. It is an everyday activity for a Cloud Business Lead today and when you see it done effectively, as in a district training session or driving a customer call, you know it instantly. This is where EMC sales reps need to clone the Cloud Business Lead over time.

3. Evangelism: This is the ability to make believers out of every stake holder in the field, Customers, VMware, Cisco and partner community – creating the cult of EMC’s value in cloud and virtualization. This IS NOT doing just a killer presentation. It is the charisma to “lead leaders” without authority and expertly represent all things EMC/VMware.

4. Program readiness: Through focused account planning, sales play profiling, and partnering with other like minded BU’s at Cisco, VCE and VMware, the EMC Cloud Business Lead can impact the Territory by aligning time and resources to the highest potential opportunities and be directly accountable for the customers near and long term cloud strategy.

The successful candidate will have a BS/BA degree or equivalent work experience combined with a minimum of 15 years relevant industry experience in software, hardware (more server than storage) and/or consulting services sales.

If you are an experienced sales professional passionate about aligning solutions to our most critical clients' most pressing business issues, consider joining EMC’s Cloud Business Lead Team. Experience the challenge and excitement of working with talented teams and individuals all committed to the same goals of enabling our customers to achieve the full potential of our Cloud solutions to reach their goals.

Job ID: 112887BR

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