Global Account Director EMEA Channel

Job Location: COPENHAGEN, Denmark

GENERAL SUMMARY

Fosters and advances the success of EMCs relationships with key partners and cross functional stakeholders and virtual team (i.e., direct sales, presales, services and marketing) at all levels within assigned area of responsibility. Evangelizes EMC Channel Programs with internal and external stakeholders to advance the adoption of EMC's wide array of products, services and solutions. Formulates and delivers comprehensive Channels strategy to drive revenue growth and TCE through our Partner community, including business plans, resource/budget allocation and account mapping. Oversees implementation of targeted programs and marketing campaigns and ensures that EMC Field Sales is leveraging Partner Team. Facilitates relationship between team, BU Specialists and EMC Field Sales to ensure they are closely engaged on Channels strategy.

Leadership responsibilities for developing a Partner Ecosystem through qualifying, recruiting and enabling new partners, as well as managing the current partner base of Distributors and Resellers / VARs of all tiers who resell EMC Storage products. Formulates implements and leads effective strategies to attract, motivate, develop and retain a diverse pool of high performing talent.


PRINCIPAL DUTIES AND RESPONSIBILITIES


· Typically has area/regional responsibilities spanning all market segments

· Contributes to formulating and driving execution of near and long term strategy for respective focus area

· Manages territory planning and goal assignment; manages current and future pipeline. Position partner(s) into the local/regional/theatre Go-to-market and coverage model

· Anticipates and resolves difficult customer problems

· Manages and supports team in moderately complex negotiations for specific focus area

· Influences internal and external stakeholders to achieve results

· Solicits and escalates feedback on programs to monitor effectiveness


SKILLS


· Ability to influence others to achieve results.

· Good understanding of the competition.

· Consultative skills.

· Presentation skills.

· Strategic planning abilities.

· Negotiation skills.

Job ID: 120015BR

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