• Support customers and sales teams in large strategic opportunities to drive EMC profitability and revenue• Perform Total Cost of Ownership (TCO) and financial analysis for large and competitively priced solutions• Engage in customer pricing and contract negotiations for large complex contracts• Govern commercial terms for pricing agreements such as VPAs and ELAs to ensure corporate profitability • Present and make recommendations to sales management based on historical data and financial analyses

• Take leadership role in ELA sales process from positioning and qualification to deal close• Engage in customer pricing and contract negotiations• Manage ELA pricing tool and assume lead role in ELA pricing strategy• Work closely with internal operations and finance teams to ensure ELA solutions meet business financial needs• Incorporate new strategies to ELA contracts alongside legal and revenue assurance

• Work directly with Account Teams on competitive deals to ensure company profitability and sustainability• Develop metrics and tools to guide Business Managers and Account Teams in high revenue deals and agreements• Maintain and track won/lost/deferred bookings and report status in bi-weekly meetings with management.• Collect, analyze, and interpret a wide variety of divisional sales data to identify financially detrimental gaps

• Engage with customers on their procurement strategies and align appropriate product deliverables• Manage customer relationship of high revenue accounts in the Automotive Business Unit (GM, Chrysler, Ford)• Analyze customer demand as an input to product inventory, allocation, and forecasting models• Work closely with manufacturing, engineering, and logistics teams to ensure a sustainable production plan