Director, Global Accounts

EMC is a global leader in enabling businesses and service providers to transform their operations and deliver information technology as a service (ITaaS). Fundamental to this transformation is cloud computing. Through innovative products and services, EMC accelerates the journey to cloud computing, helping IT departments to store, manage, protect and analyze their most valuable asset — information — in a more agile, trusted and cost-efficient way.

The Global Accounts Lead will be responsible for leading the Global Account team in the Northeast U.S., reporting directly to the VP, WW Global Accounts. In support of Global Accounts primarily in the New York division, this role will work collaboratively with the Divisional Vice President and his leadership team. The Global Accounts Lead will demonstrate a high level of global account knowledge and experience and will be responsible for driving key initiatives to take strategic Global Accounts to the next level. Specifically, the Global Accounts Lead will build and maintain high level executive relationships, demonstrate strategic sales skills from account planning to prioritizing initiatives and will directly drive sales and support across the division. Global Accounts represent a significant portion of the EMC business. This is a key opportunity to bring global accounts to the next level as a critical driver in our EMC goal to double revenue by increasing our growth rates. The level of complexity in this space requires strong leadership in terms of strategy and execution capability. The leader will be responsible for executing the sales & marketing strategy for our Global Accounts with the Regional and Functional Leaders, as well as with U.S. level counterparts.

* Being accountable to deliver the overall geographic targets for Global Accounts in the region for: * Revenue growth * Market share vs. competitors * Profitability * Implement our GTM for Global Accounts, working closely with the RCMs and Functional leaders. * Ability to link EMC capabilities to deliver business value for C-Level customer executives e.g. Cloud Computing, Information Lifecycle Management and all Federation offerings. * Develop relationship with C-level execs in customer organizations along with other decisions makers, influencers and partners * Develop a strong Global Accounts community to: * Share best practices * Adopt uniform methodologies * Enhance internal and external business intelligence * Plan, organize, lead and control balanced sales growth, continued account penetration and TCE on a long term multi-year focus. * Maintain detailed knowledge of EMC software and hardware products, competitive products and have in-depth understanding of the specific applications running in the customer environment * Play critical leadership role on the U.S. Global Accounts Team * Provide guidance and leadership in project management and strategic sales initiatives. * Act as an integral part of the U.S. Management Team, contributing with innovative ideas, sharing success cases and practices and leading by example * Directly support sales efforts in winning key deals * Conflict resolution/problem solving at high levels * Work with Sales executives to coordinate virtual teams

* Strong, large customer sales strategy and execution experience * At least 5 years People management experience in a large Sales organization * Demonstrable competencies in large scale projects * Ability to deal effectively and remain focused on key tasks in a multidimensional organization * Demonstrated sales and service delivery experience with proven quota attainment * Ability to work well in a matrix organization without direct management control * Strong verbal and written communication skills with the ability to engage with and present to executive level * Able to build internal network * Solid business and industry knowledge and experience in managing Global Accounts * Ability to understand business issues and articulate EMC value proposition * Ability to engage the field and sales management * Cultural awareness & international experience **Key Competencies:** * Recruit, Retain, & development of key talent * Strategic Thinking and vision * Business Acumen * Leading and driving Change * Driving Execution * Operational Excellence