Area Manager: Technical Presales Systems Engineering - Florida / Georgia EMC Data Protection SolutionsGENERAL SUMMARY Manages all activities of the pre-sales resources. In conjunction with sales and TSS management develops strategies to direct resources toward the largest and most profitable EMC opportunities. As a business partner with sales management, manages the organizational effectiveness, efficiency, and alignment of all technical resources with clear services bookings and product revenue goals. Provides advice and counsel to sales management in the effective use and deployment of technical resources. Must maintain close alignment with sales and TSS Delivery management. PRINCIPAL DUTIES AND RESPONSIBILITIES Inspects account penetration strategies including account specific product and service sales plans for major accounts. Uses knowledge and exposure to competitive solutions to inspect the proposed EMC solution for the customer thereby allowing the sales and technical organizations to effectively address and dispel customer objections to the proposed solution(s). Maintains business networks across the organization and customer based in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate. Select and manages programs for the TC community Inspects major technical sales plans Attract, retrain and recruit employees. Insures that sales and technical organizations are properly aligned to achieve objectives and TCE. Management of the technical resource plan for the Region. Inspects configuration and documentation of EMC software, hardware and service solutions to meet customer and sales objectives. Ensures compliance of presales documentation. Internally qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding Orchestrates and leads Area Sales and Services Leadership Meetings Develops IDP for direct reports.

Provides technical leadership and direction to customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the assigned market. Assists in the analysis, design and development of fully integrated technology solutions. Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. Technical emphasis is on hardware capabilities, software requirements and systems integration. Makes technical and sales presentations to customer's technical staff and senior management. Understands EMC and competitive technology and business applications within the assigned market. Assists in the development of responses to customer requests and proposals as required. Conducts research, answers questions and removes objections that arise in a sales campaign. Serves as a trusted technology advisor to customers and serves as an internal resource on technical issues or specific business applications within an assigned market segment. Makes technical and sales presentations to technical staff and top management. Applicable markets: Enterprise, Commercial, Partner, Specialist/Practice

• Participates in development of multi-year account plans for complex, strategic accounts. Acts as customer’s primary point of contact for all technical needs, and proactively develops technical relationships at all levels of the account, including senior executives and product management. • Delivers product presentations and demonstrations internally and externally on all relevant Symantec solutions. Coordinates with Marketing and Sales to ensure that Symantec initiatives are timely and appropriate for current end user and/or market demand. • Acts as project lead to ensure that partner’s specific product requirements are addressed in both current and future product development. Assists sales with building business cases for new opportunities. You will maintain technical knowledge of competitive solutions. • Manages all technical aspects of account in highly complex go-to-market model, leveraging both internal and partner resources. • Uses professional and technical concepts to contribute to development of company concepts and principles and to achieve objectives in creative and effective ways. Applies advanced principles, theories, and concepts. • Uses knowledge, creativity, and company practices and priorities to obtain solutions to complex problems. • Works on extremely complex accounts where analysis of situations or data requires an evaluation of intangible variables. • Exercises independent judgment in developing methods, techniques and evaluation criteria for obtaining results.