ASSIGNED OEM SAN Sales Specialist
· Responsible for driving the overall Client/ASSIGNED OEM revenue objectives in the defined territory with specific focus on enterprise SAN Director attainment
· Responsible for engaging at the end user to drive preference for Client enterprise products. (eg. Directors, File, Support and Services etc)
· Responsible for managing a list of strategic ASSIGNED OEM accounts in territory with the goal of protecting and proliferating Client in those accounts and win back high profile competitive accounts
· Primary measurement for sales will be ASSIGNED OEM/Client Director Revenue
· Engage with ASSIGNED OEM & channel partners and leverage them to increase coverage and cover all relevant market segments
· Responsible for increasing the strategic value of the “Client brand” in the market
· Assist in the execution of comprehensive sales, marketing and training programs for ASSIGNED OEM & focused channel partners (ASSIGNED OEM specific) with the support of regional, Geo and global resources
· Build & maintain key customer & partner relationships
· Provide an ongoing ‘feel’ about the partners’ business and consequently Client’s business as well as an ongoing ‘feel’ about the actions of competition in the given territory to management
· Identify opportunities for new business, expansion into untapped markets and communicate resource needs to address these opportunities to the ASSIGNED OEM Sales Manager (OSM) or the Partner Sales Director
· Share Best Practices with the other territory sales executives
· Report on Director and overall sales revenue progress in territory
· Operate as key point of contact for all Client business related issues
Performance Matrix
· Quarterly sell thru attainment for ASSIGNED OEM
· Enterprise product based goals (primarily Director based)
· Forecast accuracy
· Market Share Growth for Client and ASSIGNED OEM
· Competitive Take Out wins
· Education/certification goals
· Product/segment marketing campaigns
· ASSIGNED OEM/McDATA Legacy footprint protection and growth
· Gaining ASSIGNED OEM reference customers
· Attainment of Client Director plan by quarter
Key Relationship
· Client ASSIGNED OEM Sales Manager (OSM) – Drive ASSIGNED OEM specific promotions and offerings. Communicate territory requirements, forecast and important trends in market and execute on overall territory plan
· ASSIGNED OEM Storage Platform Executive – Interlock and drive ASSIGNED OEM strategy into accounts
· PSD/Territory Sales Execs ASSIGNED OEM coverage – Jointly develop POR for ASSIGNED OEM in territory and interlock to maximize revenue
· OTR- align on priorities and tasks
· SEM & SEs – closely work with SEM and “Territory SE(s)” to execute territory plan and communicate requirements
· Field Marketing staff – Provide input for and help execute marketing activities that will enable team to meet the territory’s revenue goal
Key objectives and major responsibilities
· Grow revenue & market share
o Execute against sell thru and sell in targets for given territory (“grow the total ASSIGNED OEM pie and gain a larger share of resulting total’)
o Focus on selected key enterprise accounts in territory for proliferating ASSIGNED OEM/Client installed base as well as competitive SAN design wins
o Proactively drive sales of Client/ASSIGNED OEM Enterprise products at existing and prospective accounts. Ensure direct involvement in securing customer wins in territory
· Leverage the “extended internal & external” team to grow revenue & market share
o “Manage, educate and motivate” ASSIGNED OEM, MR & channel partner sales teams in territory to drive infrastructure awareness and lead with Client
o Leverage available “out of territory” Client resources (e.g. executives, HQ & Geo resources etc.) to ensure customer understanding of full Client/ASSIGNED OEM support capabilities
o Drive education & certification as a key Client competitive advantage throughout the territory.
o Build and execute ASSIGNED OEM or product/segment specific strategies
· Extend the value of the Client brand in all ASSIGNED OEM accounts, and drive success to new footprints
o Increase the strategic value of Client to ASSIGNED OEMs, MR’s and channel partners in given territory
o Communicate the unique Client advantages broadly in the market to generate ‘no Client touch’ sell thru pull effect
o Stimulate local customer councils, ASSIGNED OEM education events and focused workshops/training sessions on Client
· Territory sales planning and forecasting
o Provide OSM/BUE with critical business visibility
§ Forecast sales by product with acceptable accuracy
§ Provide understanding of business dynamics and key drivers specific to the region
o Develop territory business plan and execute it with the help of the full Client/ASSIGNED OEM team
Capabilities and competencies for success
· Strong business & leadership skills. Ability to articulate suitable strategy for the territory and lead execution with accountability & focus
· Proven track record (preferably in ASSIGNED OEM) in driving revenue and share growth in the assigned territory
· Strong ASSIGNED OEM and channel relationships in given territory
· Ideally existing relationships to key decision makers in selected end user top accounts in territory
· Ability to develop exec/influencer relationships
· Deep understanding of SAN infrastructure and enterprise storage market in territory
· Strong communication skills
· Ability to communicate Client’s unique value proposition, in conjunction with ASSIGNED OEM’s, in a compelling and tailored way to economic and technical audiences
· Team player
· Very high personal and professional integrity as well as committed work ethic
Job ID: 3771
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