Job Title: Software Business Development Manager Global Alliances EMEA - Data Protection Solutions(DPS) General Summary The Software Business Development Manager DPS will be a Global Alliances Partners facing champion for our PDS Software Portfolio, responsible for driving opportunities at all stages, and for developing/maintaining a software market and product domain expertise. He / she will be working closely with the Core and Regional DPS Sales team and Core Alliances GAMs, as well as the SE, PM, Eng and Support Teams to improve customer satisfaction and enhance DPS Software Solutions. Areas of Responsibility: DPS SW Specialists will be capable of adding expertise at any phase of the sales cycle Competitive positioning Building and presenting TCO analysis Negotiating pricing and licensing models In addition, DPS SW Specialists will: Adapt and apply programs for local markets Deliver on specific DPS use cases Track, analyze, and report DPS SW metrics to local management Accelerate the adoption of specialist solutions. For example Cloud Solutions Expected Achievement at >30% of DPS bookings Regional goals for DPS & ELA/VSLA transactions Global sharing of best practices and programs Tech refresh opportunities Naked DD into blended HW/SW deal conversion Compliance & True up ELA & VSLA conversions All DPS Reps will sell SW and have incentive on it Required Skills and Experience: Significant sales experience for Software solutions (10 years +) Data Protection market experience required Proven success in solution selling. Large Corporation sales experience required Experience with partner management either in demand generation or fulfillment Capacity to exchange ideas with Product Management, give feedback on the market adoption of our solutions, gaps with competition Must be able to create ROI models and sell use case value to the customer and within EMC Creativity to shape a deal and to promote the Software offerings Fundamental understanding of Software licensing and contracts Has organization skills to align with many stakeholders Strong communications skills Fluency in English is a prerequisite.
Software Business Development Manager Global Alliances EMEA - (Amsterdam, North Holland, Netherlands)
EMC Deutschland · 09.08.2018