Business Development/Strategic Account Manager

The following is the position is Boston-based:

EMC/RSA Strategic Account Executive

My client is looking for an experienced Strategic Account Executive to develop and manage joint EMC/RSA/ sales opportunities; identify, evaluate, new sales opportunities; and support Sales Executives and EMC/RSA Sales Executives in driving sales opportunities for their identity management solutions - including user provisioning, password reset/synchronization, and compliance management. The right individual will complement our existing direct sales force by leveraging his/her past experience and existing relationships to develop and manage the sales and business development of this Strategic Account.

RESPONSIBILITIES:
· Work directly with both EMC/RSA Sales Executives/Sales Management and company Regional Sales Managers/Sales Executives to help drive sales opportunities – including coordinating company resources needed to impact the sales process.
· Build pipeline by executing targeted demand generation campaigns in conjunction with EMC/RSA Corporate and Field Marketing Representatives.
· Verify and manage joint EMC/RSA pipeline information and provide accurate and timely forecast information from RSM data.
· Achieve and then exceed assigned strategic partner sales quota.
· Develop and maintain strong working relationship and communication with EMC/RSA Management/Principals.
· Along with the Channel Services manager, work to drive EMC/RSA on boarding, training, contract management, program certification and compliance.
· Along with Director of Product Marketing, deliver messaging and programs to EMC/RSA that support business development and qtr-qtr growth in channel revenue.
· Manage annual business plan development and quarterly business reviews for the EMC/RSA relationship.
· Learn/maintain in-depth knowledge of company's provisioning, compliance, and password management products and services - as well as competitive and industry trends.

REQUIREMENTS:
· Bachelor's degree.
· 5+ years of successful Strategic Account Management/or direct sales for enterprise software and related services.
· Demonstrated technical solution selling skills and a proven track record of exceeding sales quota.
· Experience in the security and/or identity/access management software industry is ideal.
· Ability to draw on a network of existing relationships within EMC/RSA in order to quickly establish revenue producing relationships is highly desirable.
· Able to work independently as well as in a team environment.
· Excellent negotiation and relationship-building skills.
· Business Plan development and project management skills.
· Superior oral and written communications skills, attention to detail.

Send resumes or inquiries to cheryl@pullmanblaine.com.