Sr Sales Manager, Federal Residency Practice Job in Mclean, Virginia US
Sr Sales Manager, Federal Residency Practice
EMC Residency Services, one of the fastest growing practices within EMC's Global Services organization, provides onsite EMC professional service personnel who have the particular skills and experience needed for a defined duration The ideal candidate thrives under pressure, likes being part of a team, has a competitive drive and has a ? whatever it takes? positive attitude! SUMMARY: Drives Net New Residency business. This is a Sales Lead position. Will be responsible for identifying, forecasting and capturing new business as it relates to the entire EMC Residency Sales Portfolio. Will be assigned to work with the Federal EMC DOD Sales Organization. Provides leadership, mentorship and value to the field practices in the area of the services strategy and offerings, sales and delivery capability and overall performance and execution of the business plan. Senior service professional who has demonstrated an ability to lead based on experience, knowledge, passion and competence. Works closely with sales and delivery teams to coordinate and conduct the delivery of high-level solutions. Contributes to the development of practice standards, policies and procedures. PRINCIPAL DUTIES AND RESPONSIBILITIES: Identifies Net New Residency Opportunities in Core Accounts in Close Coordination with the Account Mgrs. and TCs Provides Account Mgrs. and TCs with Requisite Information for Posturing Residencies in Core Accounts Assists in Determining Customer Requirements for Residency Services to Include Developing SOWs and Providing Price Quotes Maintains a Continual Focus on Identifying Residency Opportunities in Core Accounts Provides technical and/or business consultative leadership for a specific practice at the pre-and/or post sales level. Proactively provides input into the development of Practices policies, procedures, standards and strategies Integrates industry knowledge into practical sales-related tactics, techniques and procedures to ensure teams deliver well-rounded and well-developed sales campaigns. Ensures appropriate levels of specialization in the practice are being achieved by utilizing classroom, OTJ, Web based training, and brown bag meetings. Assists with the creation of proposals that address current and evolving client requirements. May review and approve legally binding contracts with partners and customers. Leverages EMC talent in the sale and delivery of quality solutions and implementation. Escalates any resources deployment issues. POSITION SPECIFICS: Proactively review residency contracts action opportunities for renewals. Speculate on demand by thoroughly understanding the sales pipeline and proactively position primary and secondary candidates to meet pipeline demand, (Note: Sales is your customer). Work with EMC Partners Must have: Excellent written, verbal client facing communication skills Bookings Goal is entirely based on Net New Bookings ? no renewals Resident Practice Manager (Presales) Priorities: Single focus on developing and closing sales opportunities Customer calls Promote complete portfolio of Residency offerings Pricing/TPDs/EDGE/BOEs Proposal development Primary contact for sales counterparts Goaled by Area RPM comp structure: 70/30 Bonus structure:80/20 ( 50% Res Bookings, 10% Res Revenue, 20% Res GM, 20% Local metrics) SKILLS: Preferred Experience and knowledge of EMC SAN technology or related competitor products. Leadership Skills. Consultative skills. Financial and analytical experience. US Gov Federal experience Understanding of Federal contracting methodologies Federal capture management; proposal development experience EMC is an Equal Employment Opportunity employer that values the strength diversity brings to the workplace. 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".