Partner Commercial Technology Consultant: EMC Corp.

Partner Commercial Technology Consultant

GENERAL SUMMARY

The Partner Technology Consultant mission is to develop the technical skills of EMC Channel Partners' sales managers and sales engineers to have the competency and the confidence to independently identify, qualify, architect, sell and close value based technology solutions utilizing the breadth of EMC offerings. The PTC will be responsible to increase EMC mind share and competence with executive, sales and technical resources within the partner with the goal of becoming a trusted EMC consultant to the partner. As a trusted consultant the PTC will work with the partner to help them identify and propose storage solutions with existing partner customer base while working with the partner to integrate EMC products into the partners existing and future solutions sets. The PTC will use and refine the “Real Life Development Process” to teach partners how to sell and integrate storage solutions versus doing it for them. The PTC will develop, conduct and document skills assessments of the partner’s sales and technical resources before during and after the “Real Life Development Process”. The PTC will work with the channel and commercial sales virtual team to efficiently employ and utilize all the teams’ resources to improve partner competency.

PRINCIPAL DUTIES AND RESPONSIBILITIES

Ÿ Responsible for increasing the competency and EMC mindshare EMC partners within a defined Commercial sales geography.

Ÿ Joint owner and developer of Partner development plans with the Partner Manager.

Ÿ Owns the initial and ongoing inspection and measurement of the Partners’ presales, sales and post sales competency.

Ÿ Responsible for the integration of EMC products into the Partners existing and future partner driven solutions sets.

Ÿ Responsible for the continued enhancement of the “Real Life Development Process” and the overall partner training curriculum.

SKILLS

Ÿ Interpersonal and communication skills to build and maintain Partner trust and loyalty.

Ÿ Min 5 years experience of managing and building a business Partner or having worked for a VAR.

Ÿ Demonstrated strength and expertise with consultative solutions architecture skills in the areas of:

– Storage, Processor, Application and Networking.

– Infrastructure consolidation.

– Business continuance and Disaster Recovery.

Ÿ Strong understanding of competitive and complimentary products

Ÿ Proven track record (min of 10 years experience) as a successful sales person with particular strengths in the areas of how to identify, develop, sell and close opportunities.

Ÿ Minimum of 5 years of management experience of the sales or technical resources

EMC Corporation (NYSE: EMC) is the world's leading developer and provider of information infrastructure technology and solutions that enable organizations of all sizes to transform the way they compete and create value from their information. Information about EMC's products and services can be found at www.EMC.com.

If you're looking to make a difference, not just in technology but wherever people live and work, to advance what's possible and move the world forward, to work with the sharpest minds in information-come to EMC. And if you're looking for greater balance in your life, we can help there too with healthy work styles, full tuition reimbursement, personal wealth-creation support, and unlimited opportunities to do important and exciting work in IT. For more information on careers at EMC and to apply, click here.

EMC values an inclusive work environment where every employee is encouraged to share their ideas and talents, so we can leverage our diversity. From our diversity, EMC draws the strength to be a world-class company.

EMC is committed to creating an environment of inclusion that has many dimensions-cross-geography, cross-organization, and across traditional lines of difference, such as gender, sexual orientation, ethnicity, and race.

Thanks,
EMC Team