Position title: Corporate Account Management – FSI/TELCO/IND.

Summary of Position:

• This is a quota carrying sales role targeting the Corporate/Industry market for the EMC CMA product lines. Candidate is responsible for generating net new business as well as for maintaining and growing relationships with existing accounts
• Candidate is responsible for the overall health and sales performance of a defined market segment or industry

Responsibilities:

• To achieve the overall revenue goal from the assigned accounts
• To perform all procedures within the sales cycle
• To develop sales plans in terms of licenses and projects and to monitor all client related actions
• To define the responsibility areas and implement work targets for all EMC CMA employees who works with the client
• To consolidate and regular update the account strategy
• To develop and implement account strategy
• To build key relationships within each account at all levels
• To identify key drivers and make recommendations to accelerate performance
• To provide feedback, work with Marketing to build and execute programs
• To maintain a prospect pipeline sufficient to achieve new business targets
• Daily responsibilities will include end user sales calls, joint account calls with channel partners, meeting with prospect and customers, presentations on marketing events, forecasting and other sales related activities

Education:

• Bachelor’s Degree. Professional sales training courses preferred

Experience:

• This individual must have a minimum of 3 years outside sales experience in IT, content management and business process management solution expertise preferred. Experience selling complex technology solutions to large enterprises is a must. Sales experience of software products, preferably ECM/BPM, with foreign software vendors (EMC, IBM, OpenText, Oracle, SAP, Lombardi), system integrators, or large IT companies - more than 3 years. A proven background of successful prospecting and sales closure is mandatory. Strong deep knowledge of dedicated market/industry is a must.
• Additional requirements include:
  
  • Track record of consistent sales over quota achievement
  • Strong technical aptitude and the ability to apply technology to solve business problems
  • Proven ability to achieve results working with complex organizations, both internally and externally
  • Strong organizational skills and ability to work in a matrix environment
  • Understanding of relevant market trends and opportunities, strong technical aptitude is critical
• Ability to coordinate teamwork to achieve the result in the given time frames
• Ability to prioritize, organize and meet tight deadlines
• Ability to recognize management problems and develop innovative solutions
• Excellent verbal and written communication skills, so to communicate effectively with all levels within the organization
• Excellent and proven presentation and negotiation skills
• Languages: Business level of English

Supervision Received:

• Works independently and can be counted on to maintain focus and follow through on critical assignments as established by the sales management team.

Nature and Scope of Work:

• Identify and close new software sales business. Maintain current forecast and pipeline. This includes seminars, existing account management and networking
• Expand current customer base as well as land net new logo accounts
• Shorten the sales cycle by focusing the customer on core problems and solutions
• Collaborate with/assist sales team members on product solutions, successful partnering techniques and resolving customer buying objections
• Maintain EMC CMA product knowledge as well as stay current with industry trends and technologies