EMC Business Value Engineer in Marlborough, Massachusetts

Job Description:

Business Value Engineer

As a member of the Customer Value Team, the Business Value Engineer will be an expert, credible resource in Converged Platforms and Solutions Division (CPSD) business outcomes. This individual will add quantitative business value to Dell EMC by assisting sales teams to create compelling business cases to obtain approval for CPSD investments, to assess the Business Value Realized (BVR) from previous investments and to identify and execute value-based sales campaigns. The Business Value Engineer will present to both customers and prospects and develop Business Value tools and methodologies to enable field account teams to successfully sell on business outcomes.

Responsibilities and Deliverables:

The Business Value Engineer will be a thought leader who has the ability to effectively sell on business value, create value measurement approaches for new products and services and innovate new value based selling tools and approaches.

  • Creates and presents compelling business cases and successfully sells CPSD business outcomes to executive/business investment decision makers.

  • Organizes and conducts effective face-to-face and remote meetings with customers and prospects to conduct discovery related to value and to create customer-facing deliverables.

  • Leverages tools such as Business Value Assessment (BVA) and BVR to tailor and expand approaches based on customer specific circumstances.

  • Enables field success with creating their own compelling business cases and BVRs including:

  • Creating scalable, repeatable methodologies and measurement approaches for the field

  • Training and mentoring field teams

  • Identifying, curating and sharing best practices

  • Innovates solutions to customer value challenges. May include programs related to operational and organizational transformation to maximize the value experience.

  • Works with sales teams to plan sales campaigns and sell on strategic business and IT outcomes.

  • Collaborates with other functions including product development, management and marketing to translate and quantify how technology features, products and outcomes deliver business value and outcomes

  • Defines business and software development requirements for tools to support customer/business value activities. Tests and supports the release of value tools.

  • Manages technical programs, projects and initiatives affecting goals and objectives, including measuring and reporting regarding their impact and effectiveness.

  • Maintains an awareness of industry trends, business conditions and internal processes and practices to influence the success of programs and initiatives.

  • Facilitates, coordinates and leads cross-functional teams to complete technical program and/or project plans, tasks and milestones.

  • Ensures completion of all specific deliverables and tactical initiatives required to support initiatives. May facilitate partner alignment and maintain partner relationships with cross-functional groups to ensure successful completion of program deliverables.

  • Supports, manages, and influences continuous improvement of Customer Value Team initiatives and programs.

  • Escalate issues in an appropriate, timely, and tactful manner.

  • Actively participate in resolution of issues and conflicts, internally as well as with third party partners.

  • May include social media responsibilities to communicate and connect with account teams, prospects and customers regarding customer value.

Qualifications and Experience:

This position requires a strong background in quantifying and communicating the business impact of technology decisions, combined demonstrated capabilities in program management, thrives in a fast-paced, highly ambiguous environment and has the ability and track-record of influencing and collaborating with others. Additionally, you must have:

  • Experience positioning or selling complex technical solutions.

  • Experience with Converged Infrastructure is highly desired.

  • Experience defining software development requirements and developing repeatable methodologies preferred.

  • Data Center operations experience, ITIL, ITSM preferred.

  • BA/BS required. Experience may be considered in lieu of degree.

EMC Values:

When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities-all to create a compelling and rewarding work environment.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. We encourage applicants of all ages.

Critical Hiring Criteria:

When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities-all to create a compelling and rewarding work environment.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. We encourage applicants of all ages.

Functional Area(s):

Marketing & Communications

Business:

CPD (VCE)

Business Unit:

211 - VCE

Location:

US - Texas - Richardson, US - Massachusetts - Marlborough

AutoReqId:

170645BR