Americas Account GSL Job Listing at EMC in Berkeley Heights, NJ

Computer Hardware, Computer Software

Title Americas Account GSL
Location(s) US - New Jersey - Berkeley Heights
Functional Area(s) Global Solutions
Requisition ID 96843BR
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