Americas Account GSL Job Listing at EMC in Houston, TX

Computer Hardware, Computer Software

Title Americas Account GSL
Location(s) US - Texas - Houston
Functional Area(s) Global Solutions
Requisition ID 96845BR
Job Description
Experience and Qualifications
Ideal candidates have services sales and client advisory experience such as:
Sales of professional services, technical services, etc.
Management of large technology outsourcing contracts
Account management / client advisory roles for major enterprise technology companies
Director level
10+ years of experience

Role
Accountable for “all things services” in
front of customers and sales
Customer Facing Roles
Be a trusted advisor to the customer and drive TCE and customer intimacy
Help sales drive EMC’s overall footprint within accounts (products and services)
Align with sales for joint account planning and opportunity identification
Drive services bookings across all GS BUs
Ultimate point of accountability for services escalations
Help customers with the journey to the cloud and enable EMC technology
GS Functional Coordination Roles
Coordinate across GS BUs to ensure EMC delivers long term strategic plan for customers
Work with GS BUs to drive end-to-end service excellence

Metrics
Overall Account - 40%
Total Product and Services Bookings + MSS
TCE(NPS/ASQ/CSAT)
COPS Margin (use COPS metric until total account profitability available)
Services Specific – 40%
Services Bookings (includes $ goal by Services BU)
Services Booked Margin
Local Metrics – 20%
MBO goals assigned by Divisional /Regional GSL and sales
Examples: “Organize CIO workshop for account X” or “Complete joint account planning with COPS for all accounts”

Responsibilities
Customer Facing Roles - 75%
Build in-depth knowledge of clients' priorities, challenges and initiatives and become a trusted advisor
Identify potential sales opportunities and help coordinate efforts with sales and GS SMEs to pursue
Maintain awareness of all service matters and manage customer during high priority escalations
Develop strategic account growth plan along with sales and GS SMEs
Develop services bookings forecast
Meet regularly with clients to provide updates and review performance

GS Functional Coordination Roles - 25%
Work with GS BU managers to optimize service delivery and efficiency
Coordinate across GS customer engagements
Provide customer feedback on BU end-to-end offerings
Region NA