Provides
in-depth technical expertise in support of Presales activities across
EMC’s Mid-Tier; focused on Unified Storage (VNX) and Isilon. The role
will have a particular focus on NAS protocols – iSCSI, CIFS and NFS.
Assists in the analysis, design and development of fully integrated
technology solutions in both areas of speciality. Has a strong technical
emphasis on hardware capabilities, software requirements and systems
integration. Delivers compelling technical and sales presentations to
customer's technical staff and senior management. Understands EMC and
competitive technologies along with business applications used across
the Mid–Tier. Strong capability around assisting in the development of
responses to customer requests and proposals. Conducts research, answers
questions and removes objections that arise in a sales campaign. And
Applicable markets: Enterprise, Commercial, Partner,
Specialist/Practice. PRIMARY RESPONSIBILITIES:
Uses
knowledge of competitive solutions to effectively address and dispel
customer objections to EMC solutions, and train the account team.
Develops relationships with the account team, partners and customers in
support of sales team objectives. Engages and leverages corporate
resources, abilities, budgets and personnel as appropriate. Strategises
and executes technical sales calls. Assists the Sales Team to
develop and implement specific account penetration strategies, produce
account specific product, service and sales plans. Configures 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 a support role in District 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. Participates in mentorship of more junior SE team members. Possesses strong, detailed product/technology/industry knowledge. Knowledge of job associated software and applications.
No comments:
Post a Comment