EMC Senior Account Director, SAP HEC in London, United Kingdom

Job Description:


Responsible for establishing business alliances and partnerships for Virtustream in EMEA with SAP and SAP HEC organizations. Ensures the identification, retention, growth and customer satisfaction of strategic SAP business. Maintains a highly interactive relationship with accounts to achieve ongoing initiatives. Works with internal departments on contracts; renews and upgrades existing agreements; conducts strategic analysis of market trends, competition and new opportunities.

As a Senior Account Director you will have the exciting opportunity to help drive the growth and shape the future of an emerging technology.

Roles & Responsibilities

  • Ideal candidates will have experience selling Managed Services, Consulting Services or similar solutions tied to enterprise application management

  • Highly developed selling, customer relations and negotiations skills with the ability to effectively communicate with C-level executives and line of business representatives. Ability to work collaboratively in a team-based environment and execute upon agreed strategy

  • Develop and execute against a comprehensive Sales Account Plan for global business headquartered in Europe.

  • Act as the face of Virtustream across multiple product lines and geographies managing multiple sales and technical resources across the respective Account(s)

  • Collaborate with the Global Alliance Managers to implement go-to-market programs for EMEA to build lead pipeline with and through Tier 1 SIs

  • Execute sales plans for leads generated by the Tier 1 SIs, and manage deals to closure, in both prime / subcontractor and prime / prime engagement models.

  • Create & articulate compelling value propositions around Virtustream offerings

  • Accelerate customer adoption

  • Work with partners to extend reach & drive adoption

  • Manage contract negotiations

  • Develop long-term sales relationships with Sales Accounts

  • Ensure customer satisfaction

Qualifications & Experience

  • Mandatory: 5 Years + experience of selling services (managed or consulting) to Fortune 500 accounts

  • 15 Years working with tier 1 SIs (Atos, Capgemini, Accenture, HCL, Infosys etc.) on sell-through and sell-with motions for end-customer transactions, including Infrastructure, Consulting, and Managed Services industry

  • Demonstrated knowledge in a number (3 or more) of the following areas - IT Transformation, ITIL/ITSM, Virtualization/ Cloud, SAP (and/or other ERP platforms), Outsourcing/ Managed Services, and Application Development

  • Demonstrated experience in executing sales plans directly to global business headquartered in Europe and in partnership with the Tier 1 SIs

  • Demonstrated experience in working with Global end-customers leading business out of Europe, (demonstrate selling and working in a multi country organization)

  • Prepared to travel 50% of the time

  • A solid sales track record (hitting targets consistently)

  • Ability to run and facilitate workshops, excellent presentation skills, ability to work on detailed business cases (excel literate), and good written skills.

  • Fluent German & English

EMC Values:

Critical Hiring Criteria:


· Ability to influence others to achieve results.

· Ability to lead, motivate and direct a workgroup.

· Ability to prioritize projects and/or deliverables.

· Ability to drive accurate and timely decisions.

· Strategic planning abilities.

· Ability to work effectively with senior management.

· Ability to manage in a matrix environment.

· Possesses operational command of the business.

· Conflict resolution skills.

· Mentoring/Coaching skills.

Functional Area(s):

Sales, Engineering - Software



Business Unit:



Germany - Frankfurt, Germany - Munich, United Kingdom - London, United Kingdom - Slough/Berkshire