Global Account Manager

Job Location: St Leonards, Australia

General Summary

The EMC Global Account Manager (GAM) is responsible for Customers with the greatest strategic and economic value to EMC.

The GAM’s core objective is to orchestrate many people’s actions (both internally and externally), to increase our share of wallet, optimize revenues and profits for One EMC from the Global Account. Our Global Accounts present the highest growth opportunity for EMC. The GAM plays an important role in building executive relationships and driving incremental revenue. The GAM will work in close coordination with the Local and Global Field Sales Teams as well as the Business Units. The GAM will also partner closely with the Geo Leaders, Country Managers and BU Leaders to influence them to ensure availability of appropriate resources to support the opportunities.

Specific Role Attributes

Thorough understanding and working knowledge of Service Providers, Cloud Providers, Telecommunications and SaaS Provider

Be fully Cloud conversant, with knowledge of the overall market for Cloud, go-to-market models, co-selling and co-marketing best practices

Be able to articulate EMC’s Cloud Strategy

Be able to drive Sell To, Sell Through, Sell In and Sell Out strategies with the Client

Principal Roles & Responsibilties

Business Vision and Strategic Engagement
Demonstrate a high level of Industry and Customer understanding. Should be able to articulate a clear vision of where EMC can deliver unique value. Build a strategy to ‘bridge’ the high level business goal of the customer to EMC’s value proposition and work with the field teams to drive a strong tactical plan. He/she should be able to become a ‘Trusted Advisor’ of the customer.


Executive Relationships
Should have executive presence and have senior level relationships in the Account. The GAM is expected to engage and build strong working relationships across senior-level (CXX) decision-makers. The GAM should develop mutually beneficial business opportunities with these key contacts.


Leadership of the One-EMC Team
Provide resilient and credible leadership across multiple EMC business functions and countries, at all levels within the company. Is seen as The Executive Representative for the Customer within EMC APJ. Is highly accountable and viewed as a trustworthy partner in all Customer and internal situations.


Business Growth and Profitability
Innovate and drive key opportunities, utilize the complete range of EMC capabilities to maximize revenue opportunity across a broad cross-section of the Customer business. Is entrepreneurial, focusing on large-scale, high value growth opportunities with a long-term perspective. Develop ‘game-changing’ business models and utilises creative sales techniques to execute the business growth.


Continual Improvement
Ensure that processes are in place to monitor and measure Customer satisfaction and loyalty to EMC. Put in place programs to constantly improve the Total Customer Experience and value from EMC. Uses advanced communications techniques to ensure high levels of Customer awareness in relation to EMC capabilities and value delivered.

Extend Value Through Partnerships
Maximises the engagement with the Customer through the development of value-added partnerships that extend that reach and capabilities of EMC and bring incremental benefit to the Customer.
High Value Reporting & Analysis
Provide accurate and timely information to enable Senior Management to understand and respond correctly to the current circumstances with the Customer.

Job ID: 113791BR

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