Works closely with new and existing partners to establish relationships that drive new business, retain existing customers and develop the Partner Ecosystem. Responsible for driving Channel revenue growth consistent with the overall revenue and growth targets of the region, theatre and the corporation. Revenue opportunities are identified and realized through research, collaboration, influence, relationship/account management with and through, distributors, resellers, partners, partner's lines of business and direct sales in assigned territory or region.
Typically covers small to mid size partner accounts or territories
Develops and implements strategies for targeted accounts
Maintains a network among field sales and the partner organization, as well as colleagues and customers to share information and build prospects. Position partner(s) into the local/regional/theatre Go-to-market and coverage model.
Anticipates the customer's needs & formulates effective solutions
Manages basic negotiations
May work with some supervision
In-depth knowledge of industry and multiple areas of Channel sales
In-depth knowledge of EMC products/solutions and may have specialized training within a product line
Ability to influence others to achieve results.
Ability to manage in a matrix environment.
Good understanding of the competition.
Strategic planning abilities.
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EMC Corporation (EMC) and its subsidiaries develops, delivers and supports the information technology (IT) industry's range of information...