Solutions Principal (IIG)

Job Location: Melbourne, Australia

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.

Job ID: 117962BR

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