Global Alliance (Federal VSPP) Rep. Job in Mclean, Virginia US
Global Alliance (Federal VSPP) Rep.
GENERAL SUMMARY The Global Alliance Rep is primarily responsible for managing all aspects of program pursuit activity within their Velocity Service Provider Program Federal customers. This includes from development of the opportunity through revenue recognition on new and existing programs. Ability to prioritize program opportunities, understand how and when EMC should engage each pursuit/opportunity with EMC counterparts (Sales, Business Development, Technical). A key metric will be to drive awareness of EMC?s capabilities across the Business Units and convert to demand creation and revenue. RESPONSIBILITIES · Ability to engage and sustain Global Alliance pursuits of major programs (New Existing). Gathers sufficient product information and functional application of EMC products, appropriate to the industry, including success stories and best practices. · Demonstrates sustained record of sales achievement in the Global Alliances arena. · Create and drive a sales plan that is in line with the overall business plan. Responsible for managing the forecast. · Provide innovative solutions and strategies to solve complex issues and client's business problems · Leads efforts to offer fully integrated technology solutions for the customer and in the preparation of response to RFPs and RFIs and necessary documentation in support of proposal efforts. · General understanding of available cross functional resources · Builds and maintains network among field sales and the partner organization to share information and obtain prospects · Maintain close alignment with the Global Alliance Manager who owns the overall management of the Global Alliance program. · Ability to navigate intense political and competitive environments and build consensus QUALIFICATIONS · Minimum of 5-8 years of high tech Global Alliances sales experience with a background in managing partner/strategic alliances a plus · Proven ability to articulate compelling, industry focused, value propositions for enterprise customers · Experience leading a business initiative and /or cross-functional teams including strategy planning, solution development, partner management and implementing programs on a global basis · High-energy, driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do · Ability to call on all levels of an organization · As integral member of the sales team, provide effective presentations, demonstration and technical support · Successful track record working with both local and virtual teams · Ability to effectively manage conflict · Demonstrates basic knowledge of EMC?s entire product line; may have more in-depth knowledge on a subset of products or services. Comfortable with EMC?s basic value proposition and can easily handle subject matter FAQ?s · Experience in managing very complex customer/partner organizations · Ability to manage multiple competing priorities · Ability to work as a team, yet work independently on complex problems Travel within the assigned territory as required Sales teams (enterprise/commercial/SMB) for all things VSPP. · Must attend quarterly business reviews by district and take part in the meeting/present additions changes to the VSPP. · Attend weekly District Sales Meetings as necessary to engage the field and build rapport/trust · Help the EMC Sales force understand the process to register a lead into SFDC to insure payment if said lead closes · Help the EMC Sales force understand how they get paid, how much they get paid and help track said payment throughout the process · Meet regularly with the Area Management throughout the quarter to insure proper messaging is being received and to gain support from his/her DM?s · Go on calls to EMC Sales end user customers in support of the VSPP to discuss Cloud. · Provide VSPP support to existing SP partners within the geography working with the local account Sales Teams. This includes bringing in the appropriate resources to support the SP Partner including Solution Architects/Solutions Group team/Engineering/Program Office etc. and working closely with the local Account Team to provide support. · Manage, track and report new revenues generated by SP Partners in their geography to VSPP Management weekly/quarterly. · Work with the local EMC Sales team that owns the SP Partner in geography on creating a business plan to include go to market/education track/engineering support/executive sponsorship/offering development/revenue and lead tracking. EMC is an Equal Employment Opportunity employer that values the strength diversity brings to the workplace. Responsible for the training and support of the EMC EMC does not accept unsolicited Agency Resumes. EMC will not pay fees to any third party agency or firm that does not have a signed ?EMC Agency Fee Agreement.? ·