Job Location: St Leonards, Australia
General Summary
- Responsible for a moderate to high dollar quota/territory; quota is typically around the $5-8M.
- Demonstrates sustained record of sales achievement.
- A minimum of 5+ years in a Quota carrying capacity, with a history of achievement.
- A demonstrated ability to undertake new business activities and build relationships and trust with customers and partners.
- Partner centric Business Development role that requires an ability to understand and respond to customer and partner pressures and requirements.
- A demonstrated energy and enthusiasm to deliver on our customers’ expectations and assist our partners to build strong businesses founded on their EMC partnership
Principal Duties & Responsibilities
- Enterprise and Corporate Account focus - Cross-section of accounts and industry verticals.
- Works with and manages EMC and partner resources to achieve the best outcome possible for the customer, this includes Inside Sales, Specialist Sales and technical resources and partner sales and technical staff.
- Influences customers and partners and defuses potential problems.
- Anticipates customer needs and identifies appropriate alternatives and solutions.
- Utilizes the Integrated Sales Cycle and SPIN selling methodology to understand a customer's challenges and articulate these back to them.
- Has to have the ability to lead a cross functional sales team including external, channel, and business partners.
- Maintains a complete knowledge of the EMC portfolio and has the judgment and maturity to determine when and where to engage sales specialists and business partners.
- Has a high level of technical knowledge of SW and HW products and services and knows when to engage SE assistance.
- Builds and maintains network of colleagues and customers to share information and obtain new business.
- Direction received from others is for consultative purposes. Directs and prioritizes own work and possible work of others.
Job ID: 112829BR
No comments:
Post a Comment