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Pricing Specialist SMS

Function description

Works closely with sales and technical delivery teams to coordinate and conduct the delivery of detailed SMS solutions inclusive of EMC’s Utility offerings. Serve as the pricing content liaison for SMS inclusive of the development of pricing offering materials, presentations, account write-ups, and technical/financial solution offerings. Overall responsibility for the deployment and inspection of SMS solution standards, policies and procedures.

Tasks

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· Guides practice and field sales to effectively position SMS solution and provide overall governance review and approval for new business opportunities. Ensure the field understands, applies, and executes upon the offering standards. Global Practice liaison to review and make recommendations to technical solutions that meet or exceed financial and technical targets with customers.

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· Extensive coordination with finance to ensure cost proposals, cost models, rate structures and profit margins are correct, current and in compliance with EMC standards. Builds and maintains relationships with various EMC organizations to further influence and create issue resolution in order to facilitate viability of overall SMS Practice.

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· Responsible for overall SMS service design, delivery models, service level agreements, and cost structure. Liaison to Engineering, GFS, GSG, and TSG Practices to valid proposed solutions. Participate in the business unit's lead qualification process by working with the Sales lead and pursuit team lead throughout the process.

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· Provides direct support to sales efforts by incorporating both client-related and operational support. Develops SMS and Product Utility cost models, manages change control process, oversees, coordinates and finalizes proposal content. Participates or leads client proposal presentations.

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· Delivers presentations to executive level clients and Sr. Leadership at EMC. Thoroughly understands and articulates EMC technical direction, capabilities and business solution to clients. Continuously improve knowledge of EMC capabilities its business partners, and competitors. Study customer requirements; identify trends and present future opportunities to EMC leadership.

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· Ensures EMC's value proposition meets the customer's requirement and can be delivered within the proposed scope. Responsible for overseeing highly complex projects, participates and may lead a specific portion of the Sales responses to clients, such as financial or technical detail, and defines the services provided by supporting business units.

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· Responsible for account and/industry analysis, complex problem resolution, and communications between client, Sales and EMC management. Designs, develops and delivers reports to SMS leaders and prospective clients. Leads complex Sales support and business development projects as needed. Works with business unit leaders to design, develop, package and communicate the services that an account or business unit performs and can deliver to clients. Identifies, evaluates, recruits and manages resources to meet proposal budgets and cost projections.

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· Responsible for account and/industry analysis, complex problem resolution, and communications between client, Sales and EMC management. Designs, develops and delivers reports to SMS leaders and business unit clients. Leads complex Sales support and business development projects as needed. Works with business unit leaders to design, develop, package and communicate the services that an account or business unit performs and can deliver to clients. Identifies, evaluates, recruits and manages resources to meet proposal budgets and cost projections.

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· Works to design, develop and bring to market value-added offerings which will drive additional opportunities. Solicits and incorporates enhancements and new topics from the field. Provides technical and/or business consultative leadership for a specific practice at the pre-and/or post sale phase. Proactively provides input into the development of Global Practices policies, procedures, standards and strategies with local (Regional or Divisional) teams as well as corporate teams.

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Manages the value proposition development process for prospective clients to include requests for information, proposal and presentation development, as well as developing and maintaining sales content for use in business development activities. Facilitates the development of the value propositions to include; creating content and graphical concepts and ensuring that all projects meet deadlines while maintaining the highest level of accuracy and quality.

Profile

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· Very strong understanding of EMC's products and their value added to the customer

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· Strong technical aptitude of competing products and their correlation with EMC products

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· Ability to visualize technical concepts and solutions and their effect on pricing solutions

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· Ability to work as an individual

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· Ability to lead, motivate and direct a workgroup with unusually short timelines and deliverables

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· Ability to prioritize projects and deliverables while understanding deadlines

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· Ability to influence and be influenced by customers and team members to achieve positive results

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· Financial and analytical experience to apply customer cost benefit analysis documents and how EMC pricing solutions map into those evaluations

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· Technical writing skills and the ability to extrapolate technical diagrams into their effects on pricing solutions

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· Strong communication skills and a demonstrated ability to think in stressful situations

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· Ability to verbally influence highly motivated Sales Teams

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· Understanding of current and future Service Level Agreements (SLA’s) impacts on pricing mechanisms

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· Provides leadership, mentorship and value to the field practices in the area of the Storage Managed Services (SMS) solutioning and Utility pricing strategies

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· Maintains a broad technical knowledge across varying current and emerging technologies

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· Work creatively on complex problems, and possess outstanding communication skills that are complemented by presence and judgment

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· Senior level solutioning professional should have demonstrated an ability to lead based on experience, technical knowledge, passion, financial competence with verbal and written communications

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· Intensive travel required, usually on very short notice

Interest

Please apply online on http://www.emc.com.

Tags

Location

14841 Dallas Parkway, Suite 400
Dallas
Texas
United States