Senior Account Manager
RSA Federal Sales - Senior Account Manager
RSA, The Security Division of EMC is headquartered in Bedford, Massachusetts. RSA is the expert in information-centric security, enabling the protection of information throughout its life cycle. RSA enables customers to cost-effectively secure critical information assets and online identities wherever they live and at every step of the way, and manage security information and events to ease the burden of compliance. They offer industry-leading solutions in identity assurance & access control, encryption & key management, compliance & security information management and fraud protection. These solutions bring trust to millions of user identities, the transactions that they perform, and the data that is generated. RSA, The Security Division of EMC, was formed in September 2006 following EMC Corporation’s acquisitions of RSA Security and Network Intelligence.
GENERAL SUMMARY
Reporting to the Solution Practice Manager for the Americas, The Senior Account Manager (SAM) is the territory lead responsible for driving the service sales of the Information Security Practice (The Practice) within the Federal space. The SAM will be expected to have a knowledge base of all service offerings within the practice, as well as how to combine service offerings for enhanced customer solution value.
Security Clearance Required for this role. For this position, you will need a current active U.S. Government Secret Clearance.
The SAM is responsible for achieving the bookings and margin objectives set by The Practice. The (SAM) will be required to position EMC/RSA as the prime contractor in Information Security opportunities identified by the EMC/RSA sales organization(s). The solutions are expected to be complex and highly technical in nature, often requiring third party partners for successful delivery.
PRINCIPAL DUTIES AND RESPONSIBILITIES
¨ Lead the qualification, positioning, sale of Information Security solution opportunities, as identified by EMC/RSA sales organizations throughout the Federal Space.
¨ Own the solution qualification, scoping, and estimating for SOW generation for the selected client opportunities.
¨ Provide Information Security Subject Matter Expertise in support of business development, pre-sales and delivery initiatives in the assigned division.
¨ Develop strong relationships with the sales team(s) in order to build and continuously maintain the strategic opportunity pipeline, backlog and forecast.
¨ Leverage existing sales processes, clients and relationships to drive the penetration of the solutions broader and deeper into the account base.
¨ Support the EMC/RSA sales teams to drive consistent, predictable and scalable sales message of solutions and services and to ensure successful attainment of client engagements as well as overall client satisfaction.
¨ Meet or exceed quarterly services revenue quota, bookings and margin for The Practice.
SKILLS
¨ Understanding of EMC's products/services and their value added to the customer
¨ Ability to lead, motivate and direct a workgroup.
¨ Ability to clearly demonstrate comfort with senior level meetings with customer organizations
¨ Organizational skills. Needs to keep an accurate pipeline of current qtr opportunities as well as building a continual backlog of a future qtr backlog of 2x bookings objective
¨ Communication skills. Will need to conduct communications at several different levels within customer Information Security organizations
¨ Ability to manage a territory as an individual contributor to overall team objectives.
Education Required:
Bachelors (Tech) or equivalent
Experience Required:
¨ Minimum 6-10 Years of Information Security services sales
¨ Demonstrated knowledge of solutions/consultative selling skill
¨ Experience in an Information Security service delivery capacity
¨ CISSP desirable
¨ Prior knowledge of RSA products highly desirable
Secuirty Clearance
Working with DOD Accounts
EMC is an Equal Employment Opportunity employer that values the strength diversity brings to the workplace.
DICE
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