Federal Pre Sales Lead Job Listing at EMC in McLean, VA

Computer Hardware, Computer Software

Title Federal Pre Sales Lead
Location(s) US - Virginia - McLean
Functional Area(s) Sales
Requisition ID 92450BR
Job Description Federal Presales Lead – McLean, VA

GENERAL SUMMARY
The Federal Presales Lead manages all activities of the pre-sales resources. In conjunction with sales and TSS management, develops strategies to direct resources toward the largest and most profitable EMC opportunities. As a business partner with sales management, manages the organizational effectiveness, efficiency, and alignment of all technical resources with clear services bookings and product revenue goals. Provides advice and counsel to sales management in the effective use and deployment of technical resources. Must maintain close alignment with sales and Services Delivery management.
The Federal division of EMC manages an annual revenue goal is $700M. The Presales Lead would oversee approximately 100 employees within the presales organization.

PRINCIPAL DUTIES AND RESPONSIBILITIES

•Reviews account penetration strategies including account specific product and service sales plans for critical accounts.
•Strategically leverages knowledge of competitive solutions and develops strategies to effectively position the sales and technical organization allowing them to effectively address and dispel customer objections to EMC solutions. Possesses strong industry knowledge.
•Manages business networks across the organization and customer base in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate. Represents the theater across corporate functions such as engineering, office of CTO, sales operations, and TSS exec management.
•Develops programs for the TC community.
•Serves in Executive Customer Sponsorship role.
•Attract, retrain and recruit employees.
•Demonstrates technology leadership with customer base.
•Insures that sales and technical organizations are properly aligned to achieve objectives and TCE.
•Leads District Sales and Services Leadership Meetings.
•Provides strategy and direction through second-level managers.
•Requires detailed functional and operational expertise, and broad company knowledge.
•Provides professional, thought and technical leadership in area of responsibility.
•Develops and implements all operational policies, goals, performance standards/metrics and budgets.
•Defines and executes strategies to manage and motivate presales organization.
•Accountable for customer satisfaction, services, programs, managers/employees for assigned area of responsibility. Ensures manager accountability for direct reports. Has budgetary and P&L responsibility.
•Decisions impact across functions, are based on cost/benefit analysis for the function within the division or globally. Operates in matrix environment.
•Works on issues where analysis of situation requires an in-depth understanding of organizational objectives.
•Applies strategic goals and direction to obtain results.
•Analyses external business environment, to anticipate trends and determine strategy.
•Regularly interacts with senior management or executive levels on matters concerning several functional areas, divisions, and/or customers.
•Requires the ability to change the thinking of, or gain acceptance of, others in sensitive situations.
•Communicates organizational strategy and translates it into a functional strategy.
•Understanding of the business environment to include financial and legal skills.

SKILLS
•Demonstrated success leading a presales organization.
•Excellence in customer service.
•Understanding of EMC's products and their value added to the customer.
•Strategic planning abilities and results driven.
•Possesses operational command of the business.
Region NA