Director - Technology Alliances - EMC - Los Angeles

Job description
EMC is looking for an exceptional business development leader that brings a good blend of business, technical, and marketing skills, to be responsible for increasing EMC’s Emerging Technology Division (ETD) global business in the Media & Entertainment (M&E) vertical. This role reports into the marketing organization within EMC ETD. You’ll be responsible for the overall development of ETD’s strategy in M&E workflows – including content creation, broadcast, and streaming media.
Additionally, the candidate will be responsible for the prioritization and development of the strategic alliances with industry-leading ISVs in editing, transcoding, media asset management, ingest, and content distribution. The strategic alliance with these ISVs should enable and accelerate sales by providing ETD mindshare with the M&E partner, technical validations, sales enablement, joint go-to-market, and thought leadership. The candidate will lead a cross functional team to exceed the ETD M&E revenue targets by driving pipeline development and enabling pipeline conversion through ETD sales, EMC sales, and channel partners.
PRINCIPAL DUTIES AND RESPONSIBILITIES
 Forge strong relationships with the sales force and become their trusted partner and subject matter expert.
 Works closely with sales and account managers to support sales opportunities by engaging and leveraging key ISV partners in the sales cycle.
 Develops the overall ETD M&E strategy – including ISV partner plan, bookings and pipeline plan, technical integration and validation plan, sales enablement plan, and go-to-market plan.
 Works with technical resources to ensure partner integrations and validations are met
 Ensures appropriate sales mapping of ETD sales with partner sales
 Support M&E industry events – including NAB and IBC
 Provide support to the global ETD sales organization by providing subject matter expertise, Alliance management, and sales enablement to complement ETD sales efforts and accelerate pipeline conversion.
 Work with Marketing to publish and highlight customer wins through case studies, PR, and social media.
 Ensures ETD sales, EMC sales, EMC Channel Partners, ISV alliance partners are educated to present the ETD M&E strategy and value proposition to their customers and prospects.
 Develops and manages long term technical and business relationships with strategic OEM partners.

Skills

 Minimum 10-years experience working in the Media & Entertainment industry with knowledge of key M&E workflows and top ISVs by workflow
 Proven ability to run and manage a $200M+ business with accelerated growth
 Comfortable meeting with and presenting the ETD developed M&E strategy and value proposition to key internal and external customers
 Ability to build trusted relationships with the ETD and EMC sales teams to support their sales achievement targets
 Effective communicator that can manage both business and technical relationships with a wide array of technology and channel partners across the globe
 Ability to work effectively with senior management
 Management experience
 Customer focused
 Problem solving skills
 Negotiation skills
 Ability to influence others to achieve results
 Sales driven (& you hate to lose)
 Ability to execute
 Sense of urgency
 Flexible
 Ability to multi-task
 Willing to travel 33% of the time
 MBA a plus

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