Channel Marketing Manager Global Services

GENERAL SUMMARY Leads the marketing effort to develop and promote EMC Global Service offerings for resale by EMC channel partners. Senior offer marketing contributor who will both help define the portfolio of services to be sold by partners and drive the development of required programs to ensure successful sales goal attainment. Will act as the subject matter expert in the area of channel service offer development and contribute to channel initiates that include services delivery or enablement. PRINCIPAL DUTIES AND RESPONSIBILITIES · Collaborates and develops a partnership with EMC’s channel management organization and EMC services practices to define and develop the channel sold services program. · Assess market dynamics, leads market research and competitive analysis efforts to help define channel sold services portfolio and go-to-market strategy. · Drives the opportunity analysis, partner requirements definition and business case development to justify investment in channel sold services program. · Helps define appropriate packaging or bundling and pricing and margin strategy for services resold through the channel. · Makes appropriate recommendation for channel sold services to key stakeholders and establishes approved go-forward plan. · Leads the development of the channel sold services program which includes incentives, integration into existing partner reseller programs, sales tools and enablement training and resources. · Responsible for developing and managing the channel sold services roadmap and plan of record. · Develops all necessary messaging/positioning and collateral including sales presentations, case studies, white papers and service overviews. · Leads the development of demand generation activities and programs to support partner services sales. · Supports business development activities with EMC field resources and partners: o Conducts sales training as required. o Promotes and drives adoption of new service offers and packaging. o Acts as the liaison for program to EMC field and channel partners. o Tracks and reports revenue against goals and maintains program dashboard. · Supports press and industry analyst relations as required. · Interacts with all levels of organization including senior management, channel partners, sales, channel management, EMC services leadership. SKILLS · Bachelor’s degree with 10-15 years experience. MBA preferred. · Excellent communication skills. · Strong business writing skills. · Superior solving skills. · Excellent project management and organizational skills. · Understanding of channel structure and go-to-market processes for distributor and value-added-reseller partners. · Possesses services industry knowledge and experience. · Ability to influence and drive change. · Comfort working with senior management and external parties including customers and partners. EMC is an Equal Employment Opportunity employer that values the strength diversity brings to the workplace. EMC does not accept unsolicited Agency Resumes. EMC will not pay fees to any third party agency or firm that does not have a signed “EMC Agency Fee Agreement”. Apply Now >>

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