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Graduate Client Services Executive (sales) At EMC

Date Posted: 03/Mar/2014
Deadline: Not Specified

Job description

 

EMC Global Professional Services is in the business of offering our clients the opportunity to realize ambitions – whatever the challenge; we have the experts and mentors with the breadth and depth to deliver.  We have expertise in building trusted relationships with businesses, IT, and service providers to help them gain competitive advantage, increase business agility, and maximize IT efficiency. Our strategic ability to execute helps us guide clients’ transformations to:

 

• Accelerate the journey to cloud computing

• Unlock the business value in big data

• Ensure confidence, manage risk, and build trust

 

Technology and industry expertise and experience are at the core of our commitment to create vision for our clients—and are the drivers behind the delivery of high-impact business solutions. Our 2,000+ consultants across the globe enable us to implement global strategies locally with the extensive relationships we have with over half of the Global Fortune 500 companies.  Our consultants have deep knowledge spanning cloud and virtual data center infrastructure, security and risk management, digital strategy, enterprise information and analytics, application design and development and application infrastructure to transform information into actionable strategies and tangible business results.

As a Client Services Executive you will own the go-to-market strategy for designated clients, with responsibility for an individual sales target. You will lead the IT transformational projects and services sales deals, leveraging EMC’s Global Professional Services offering at C-level.

 

PRINCIPAL DUTIES AND RESPONSIBILITIES

  • Strategically drive new business in selected accounts in close synergy with the Solution Principal and account teams to manage assigned consulting & services sales, revenue and sales margin targets. Position EMC solutions to meet customer requirements.
  • Build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into EMC solution opportunities. Build value-added relationships within the domain of the account - become the trusted advisor. Independently lead solutions sales campaigns within large accounts. Have excellent written, verbal and formal presentation skills to client audiences ranging from technical implementers through CTO/CIO levels. Probe for pain while maintaining customer confidence.
  • Identify and pursue sales opportunities at assigned accounts within one or more Sales Districts / Assigned Accounts. Drive business development and pre-sales initiatives by leveraging both industry and technical background. Earn a reputation for growing and closing solutions business to be sought by EMC Sales Management to lead/drive the integration and growth throughout their territory.
  • Use knowledge of technology, industry, processes, and consultative sales skills to assess and educate customers on value of our business expertise and associated implementation expertise. Demonstrate ability to advance sales campaigns in a needs-based and highly participative fashion, including consultative dialog, cross-functional engagement (both within the account and EMC), and facilitated workshops.
  • Responsible for the booking forecast of services and solutions business in assigned accounts. Understand the power of credentials, and is able to leverage appropriate success stories that are relevant to a particular prospect and/or sales situation. Stay abreast of status/details for each campaign and independently provide reliable booking forecasts on a weekly, monthly and quarterly basis.
  • Align with appropriate delivery teams to leverage follow-on business from one delivery mission/projects to another. Attend to major Project Milestones and Executive Reviews. Ensure effective coordination and support between account teams and supporting technical resources. Demonstrate a broad understanding of systems development lifecycle as it relates to hardware and software products.

Desired Skills and Experience

SUCCESS PROFILE

 

  • Proven experience driving strategic consulting services (business transformation) into new and existing accounts in Nigeria while consistently achieving or exceeding quarterly and annual goals by generating and maintaining a qualified pipeline.  Independently prospect and conduct new meetings on a weekly basis.

 

  • Effectively leverage industry and competency resources as well as EMC business units and partners to advance account relationships and sales campaigns.

 

  • Identify / create opportunities for big data / cloud computing / security consulting projects

 

  • Cultivate client relationships throughout the sales and delivery process for mutual long term success.

 

  • Possess and demonstrate in-depth knowledge of industry solutions to uncover needs and create value based solutions for the clients; proactively maintain expertise of the IT industry and competitive landscape and successfully articulate EMC’s competitive differentiators which will drive value for the client.

 

  • Excellent information gathering skills to communicate client business needs to delivery team for further evaluation.  Ability to develop business solutions for clients and communicating them through design documents, written proposals and presentations.
  • In-depth cross-industry knowledge (Nigeria)
  • Fluent in English and Arabic

 

Method of Application

Interested and qualified? Click the Apply now button to send your application

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