Director Sales Strategy EMC Hopkinton

Job Description
Director Sales Strategy (DSS) is responsible for the development of consumable, highly effective and repeatable sales messaging, selling tools and collateral, as well as the development and delivery of direct training to ensure field readiness in support of CE sales objectives.

This position reports to the Sr. Director of CE Global Sales and requires a self-starter with a unique blend of proven sales skills and “operations” skills, based on substantial direct field sales, sales management, and marketing experience. The focus of this role is on developing effective, differentiated conversations and field level talk tracks around CE value and differentiation, along with supporting “operational excellence” for the division.
Therefore having the ability to translate CE advantages and capabilities into business value (“why customers care”) is essential, along with the ability to translate process and system requirements best-practices.
This highly visible position operates at both strategic and tactical level with close alignment to CE field sales, marketing, sales operations, finance, and product management, ultimately responsible for driving the knowledge transfer to field sales. To succeed, you must have the ability to distill multiple input streams with varying perspectives into effective, repeatable sales enablement messages and processes.

PRINCIPAL DUTIES AND RESPONSIBILITIES
Drive sales enablement initiatives cross-functionally to ensure consistency of objectives and outcomes for CE field sales.
Represent CE Sales with CE cross-functional teams such as Sales Operations, Finance, Product Management, Client Development, Development, and Delivery.
Represent CE Sales with the greater EMC DSS community.
Improve time to field readiness while reducing time to revenue through the development and execution of sales enablement programs and initiatives.
Establish field relationships to regularly identify areas of improvement on sales execution and effectiveness and develop a plan to rapidly close the gap.
Develop consumable, effective, sales messaging (the customer conversation), that is repeatable by the masses and is consistent with CE strategic messaging via such channels as; “EMC Ready”, Quarterly Accreditation, and New Hire.
Using our field top performers as a source (HiPo’s), identify repeatable best-practices and develop consumable tools and communications mechanisms to extend these across the field.
Develop as required, the sales tools needed to most effectively support field sales in support of new sales initiatives.
Engage sales teams on a regular basis to participate in sales calls as appropriate to ensure a clear understanding of the “real” conversations and “real” challenges field reps may be facing when articulating the CE message.
Review quarterly training content for message consistency aligned to the overall CE message and product positioning and provide guidance/feedback to training content development teams.

Qualifications
10+ years related experience required.
Sales experience preferred.
Sales Management experience preferred.
Marketing experience preferred.
Strong presentation ability required.
Experience with Salesforce.com .
Working knowledge of the EMC field organizational structure and EMC Channel business.
Training delivery experience.
Training development experience.
Knowledge of CE value-drivers.
Understand the big picture of EMC technology and the greater IT industry.
Excellent relationship management skills.
Creative, solution-oriented thinker with superior influencing, communication, facilitation, and interpersonal skills.
Proactive, detail-oriented, with high regard for quality and consistency of communication.
Demonstrated ability to work comfortably and effectively with multiple levels of management across many cross-functional teams.

Skills
Ability to drive business change.
Thought leadership and consulting skills.
Excellent verbal, written and formal presentation skills.
Strong ability to work cross-functionally to accomplish goals.
Strong negotiation skills.
Strong EMC product & solution knowledge.
Strong IT industry overview knowledge.
A bias towards action and execution.
Education:
Bachelor's Degree required; MBA preferred.
Experience required:
+ years related experience in Sales and Marketing.
Responsibility: Global

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