Title Solutions Principal (IIG)

Location(s)	Australia - Melbourne
Functional Area(s)	Professional Services
Requisition ID	117962BR
Job Description	General Summary Your role as a Solution Principal in the EMC IIG organisation encompasses the following responsibilities:   Services Sales         Work       with your assigned Account Manager(s) in your assigned territory to         achieved assigned quota or other defined financial metrics         Use         Salesforce.com for lead and opportunity management throughout the sales         cycle         Identify,         qualify, define and close opportunities for the IIG business unit         comprising of Consulting, Education, OnDemand, Value added support and         Application Managed Service offerings for:             Net             new logo’s to IIG or IIG PS             Installed             base customers that will be managed and actively ‘farmed’ to develop a             long term, ongoing services engagement (House Accounts).         Develop         strategic opportunities outside of product sales with the aim of         delivering ‘pull through’ NLR leads as a result of consulting led         engagements.         Stay         abreast of EMC product evolution and roadmaps         Stay         abreast and be able to articulate EMC value proposition to our customers         Create         and deliver quality Proposals and Statements of Work to IIG customers         Develop         all Statements of Work, Change Requests, RFP responses, Rough Order of         Magnitude  and Basis of Estimate (BoE)  and submit to the VRB         team prior to customer submission         Forecast         deal closure using the EMC APJ Forecasting Methodology on a weekly basis         throughout the quarter.         Develop         executive level relationships with key accounts within the region         Complete         Accreditation programs as assigned throughout the year ·        Delivery         Act         as the secondary point of contact for project engagement issues         Perform Account Management function to help drive         future work for IIG PS ·        Operations         Addressed         aged debt with customers         Participate in Project Reviews as required ·        Solution Principal Community         Attend         the Solution Principal Community monthly calls         Contribute to the Community, including presenting at         Community meetings and participating in the Initiatives as required Responsibilities ·        Defines the IIG PS Business Plan for assigned territory on a yearly basis and review quarterly with IIG Services Management ·        Develop the IIG PS Account Plan for Key Accounts within install base. ·        Contributes to the IIG PS portion of the Core or IIG Account Plan for Key Accounts ·        Provides leadership to the Sales and Services business to ensure the success of the IIG business ·        Works closely with account team to drive sales opportunities, with a primary focus on the scoping, definition and pricing of Consulting Services engagements ·        Supports the account team in development of response to RFI, RFP, RFT customer submissions. ·        Creates Work Breakdown structures to support pricing estimates and validates with delivery teams ·        Creates proposals, contracts and basis of estimate (BoE) for review by the VRB ·        Coordinates with operations management to effect early resource staffing ·        Manages the sales pipeline and bookings process to ensure quarterly budgets are achieved ·        Provide opportunity forecasting data to the operations team as required ·        Develop and maintain communication channels with the client ·        Holds and maintains key executive-level relationship with customers ·        Work across all EMC lines of business to ensure seamless delivery of IIG Services to the customer. ·        Manage high-level communications with the customer including expectations management.
Competencies	Accountabilities ·        Manage the sales pipeline to deliver the required quarterly IIG PS bookings quota ·        Establish and maintain the reference ability of the account(s). ·        Establish a trusted advisor relationship with the customer ·        Achieve all key metrics both business and financial. ·        Assist with any account escalation that may arise. ·        Support and work closely with the customer’s EMC executive sponsor, where one is assigned. ·        Ensure all account(s) have up-to-date information and knowledge of IIG Strategy, products and services Knowledge & Skills ·        Business understanding of the Content and Case Management industry ·        Experience in matrix management ·        Strong verbal and written communication skills ·        Strong influencing skills ·        Experience in Software Industry ·        Experience in Services Industry ·        Bachelor’s Degree in technical of business discipline ·        An ability to both hunt and farm ·        At least 5 years’ experience in Software Services Sales ·        At least 5 years’ experience in Software Vendor organisations ·        Solid work ethic with a willingness to work overtime ·        Experience participating in or completing solution sales is preferred ·        Ability to work independently to identify, qualify and aggressively pursue additional revenue generating services opportunities at the client location ·        Strong Consultative selling background, ideally from a System Integrator or Vendor. ·        Strong Project Manager and/or Delivery Management skills ·        Strong sales skills coupled with an understanding of Services business and its operating model ·        The ability to understand customers' business processes and identify pain points ·        The ability to be able to write and negotiate a Statement of Work ·        Financial modeling skills ·        Ability to work collaboratively as part of a team
Job Country	Australia
Job City	Melbourne, VIC
Job Postal/Zip Code	3000
Job Group 1	Services
Job Group 2	Pre Sales
Job Group 3	Technical Consultants

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