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※ PRINCIPAL DUTIES AND RESPONSIBILITIES • Collaborates with Sales Account Executives to maximize share of wallet in major and enterprise accounts • Establishes “trusted storage solution advisor” relationships with senior tech and line utives • Uses knowledge of technology, products, processes, industry expertise, and consultative sales skills to educate customers on value of storage infrastructure and management • Leverages industry/technical background to create high level solutions which utilize existing assets while delivering long term value develop preliminary project/services/support plan • In conjuction with Sales Account Executive, articulates value of EMC solutions to high level, non-technical tuives, e.g. CFOs • Positions value of EMC products and services to customers at all organizational levels • Identifies opportunities to work with EMC Alliance partners, i.e. Oracle, SAP, PeopleSoft, Cisco, Microsoft, etc... to help in developing a total solution for an identified business problem • Ensures platform sales receives appropriate levels of pre-sales support • Conducts training for Sales and Services personnel on EMC Solutions selling • Assists Sales Account Executive in driving increased ‘solution led’ sales i.e., using software and services to solve customers problems • Ensures effective coordination and support between account teams and technical resources brings in other EMC resources early to develop opportunities. |