Mes compétences :
Storage, Backup, Archivage
Cloud computing
Business development
Management
Partner, Distributor
Fash, DataLake,SDDC, SDS
Entreprises
EMC²
- Program Delivery Manager
Bezons2011
EMC
- Business Unit Channel Manager/ BU Speciality Sales
Bezons2013 - maintenantGENERAL SUMMARY
Responsible for driving Channel revenue for all BU products, services and solutions across partner eco-system within an assigned sales geography. Carries out a wide range of targeted programs and represents the BU in all activities associated with channel support. Enables and influences partner resources to drive BU sales programs. Establishes value and builds trust & goal alignment with Core team. Enables the Core Channel teams to articulate the BUs go-to-market strategy. Demonstrates knowledge of the BUs entire product line; may have more in-depth knowledge on a subset of products or services. Builds in-depth knowledge of clients' technical priorities, challenges and initiatives & maps those needs to BU offerings. Acts as initial point of escalation for BU related issues but engages technical resources where needed. Engages Channel team early on to communicate strategy and ensure collaboration. Uses technical expertise to support Core Channels and field when opportunities for their BU surface. Executes and educates partner community on programs and influences the adoption of their BUs solutions
SOLUTION SELLING (SCOPE - All the EMC portfolio)
- DataLake (ISILON, Hadoop), BigData ,
- SDDC (Software Defined Datacenter), SDS (Software Defined Storage),
- Cloud (EMC, VMware), Flash (XTremIO),
- Backup & Achieve (DD, Avamar, DPS), Storage,
PRINCIPAL DUTIES AND RESPONSIBILITIES
• Maintains a network among field sales and the partner organization, as well as colleagues and customers to share information and build prospects
• Anticipates the customer's needs & formulates effective solutions
• Uses knowledge of technology, products, processes, and selling skills to assess and assist in negotiations
• May work with some supervision
• In-depth knowledge of industry and multiple areas of Channel sales
• In-depth knowledge of BUs product line, solutions and services
EMC
- Sr Partner GSL (Global Service Lead) France
Bezons2012 - 2014General Summary of Role:
• Be a trusted advisor to the Partner and create partner intimacy as part of the of the channel PDM (Partner Developper Manager) or DPM (Distributor Partner Manager) teams
• Own partner’s Services Director relationship and drive enablement and programs
• Actively contribute to the definition programs (distributors, resellers, cloud,..)
• Drive partners to embrace EMC Cloud and Bid Data vision on Services.
• Align with Sales for joint planning and market opportunity identification.
• Drives Partner and EMC overall profitability through enablement
• Drive joint services portfolio and services bookings with Partners.
• Drive/Review Quality Assurance.
• Identify offers that complement reseller’s service offers & gaps
• Highest point of services escalations
• Future Partner Leverage input (post-sales)
• Align actions with the PTC (Partner Presales) covering his/her partner(s).
Responsibilities
• Supporting Focus Resellers (25:1) or Distributors (1:1)
• Drives reseller’s services enablement strategy & execution of service offers and programs including Partner Program Services.
• Builds training plan for services delivery that aligns to investment areas
• Feeds GS (Global Services) offers to PTC (Partner Presales) for training plan update for sales/pre-sales education (how to sell)
• Owns and contributes to Collaborative and Scalable services revenue goal by providing consultative GS portfolio review
• Manages and communicates key Partner performance metrics such as partner’s delivery quality, Velocity program compliance
